Successfully Negotiating In Asia Download Ebook PDF Epub Online

Author : Patrick Kim Cheng Low
Publisher : Springer Science & Business Media
Release : 2010-01-15
Page : 183
Category : Business & Economics
ISBN 13 : 9783642046766
Description :


Successful negotiation requires a close understanding of their partner’s culture, their feelings, habits and values. When planning to do business with suppliers and other partners in Asia, a thorough preparation is essential to avoid misunderstandings, confrontations and disappointments, and to ensure the mutually desired success. This book presents a complete communication and negotiation skills program with special focus on negotiation partners from the different regions of the Asian continent. Readers learn to negotiate the Chinese, the Indian or the Japanese way, and they learn to understand the ways Asians negotiate. Written by a cross-border author, both academician and practitioner, with plenty of experience from Eastern and Western cultures, this book is a valuable resource for anyone relying on business success with Asian partners.


Author : Kim Cheng Patrick Low
Publisher : Springer Nature
Release : 2020-09-28
Page : 400
Category : Business & Economics
ISBN 13 : 3030486559
Description :


Successful negotiation requires understanding your counterpart’s culture, their feelings, habits and values. When planning to do business with suppliers and other partners in Asia, thorough preparation is essential in order to avoid misunderstandings, confrontations and disappointments, and to ensure the mutually desired success. This book offers a comprehensive guide to communication, argumentation, and negotiation by demonstrating success pathways with a focus on specific types of negotiator or negotiation partner from the different regions of the Asian continent. Readers will learn to negotiate the Chinese, the Indian and the Japanese way, and come to understand how Asians approach negotiations. Written by a truly international author, both academic and practitioner, with extensive experience in both Eastern and Western cultures, this book offers a valuable resource for anyone who relies on successfully negotiating with Asian partners.


Author : Michael Benoliel
Publisher :
Release : 2009
Page : 31
Category : Negotiation
ISBN 13 :
Description :



Author : Kim Cheng Patrick Low
Publisher : Springer
Release : 2017-12-27
Page : 514
Category : Business & Economics
ISBN 13 : 3319713477
Description :


This book examines the essence of leadership, its characteristics and its ways in Asia through a cultural and philosophical lens. Using Asian proverbs and other quotes, it discusses leadership issues and methods in key Asian countries including China, India, Japan, Kazakhstan, Malaysia and Singapore. It also explores the leadership styles of various great Asian political and corporate leaders. Further, it investigates several unique Asian philosophies, such as Buddhism, Guan Yin, Confucianism, Ta Mo, Chinese Animal zodiac signs, Hindu Gods, the Samurai, the Bushido Spirit and Zen in the context of leadership mastery and excellence. Offering numerous examples of a potpourri of the skills and insights needed to be a good, if not a great, leader, this practical, action-oriented book encourages readers to think, reflect and act.


Author : Kaewkamol Karen Pitakdumrongkit
Publisher : Routledge
Release : 2015-10-30
Page : 190
Category : Business & Economics
ISBN 13 : 1317613961
Description :


Every international negotiation bears a risk of collapse, as even among like-minded countries, different players often have different priorities and interests. This can result in conflict as states clash over certain agreement details, and their disputes can escalate and founder the entire negotiation, missing an opportunity to realize potential initiatives. However, other circumstances have witnessed the cases of successful deals. This begets a puzzle: What did these states do to salvage their talks and seal their deals? This book examines East Asian financial negotiation processes and seeks to explain why some negotiations are successful despite the risk of bargaining failure. Using the Chiang Mai Initiative Multilateralization (CMIM) talks as the case study, the book analyses how states with little prior experience at dealing with certain aspects of an agreement manage to avert negotiation failure and successfully conclude their final deal. Using extensive archival research, in-depth interviews with involved negotiators and experts, and process-tracing method, it reconstructs the making of the CMIM agreement. The multi-country analysis reveals the roles played by key actors, namely China, Japan, South Korea, Indonesia, Malaysia, and Thailand, in shaping the agreement terms. The book goes on to argue that preventing a stalemate or succeeding in concluding arrangements like the CMIM is a product of various strategies and tactics employed by negotiators. These include employing bargaining strategies and tactics that help avoid a negotiation deadlock, and assessing the conditions under which such strategies and tactics are likely - or unlikely - to achieve the objective of avoiding bargaining failure. As a study of East Asian economic negotiation processes, this book will be of huge interest to students and scholars of East Asian cooperation and regionalism as well as finance, international business, international relations and international political economy.


Author : Benoliel Michael
Publisher : World Scientific
Release : 2014-09-16
Page : 536
Category : Business & Economics
ISBN 13 : 9814556963
Description :


Negotiation Excellence: Successful Deal Making is written by leading negotiation experts from top-rated universities in the US and in Asia and its objective is to introduce readers to the theory and best practices of effective negotiation. The book includes chapters ranging from: preparing and planning for successful negotiations; building relationships and establishing trust between negotiators; negotiating creatively to create mutual value and win-win situations; understanding and dealing with negotiators from different cultures; to managing ethical dilemmas.In addition to emphasizing the link between theory and practice, the book includes deal examples such as: Renault-Nissan alliance; mega-merger between Arcelor and Mittal Steel; Kraft Foods' acquisition of Cadbury PLC, Walt Disney Company's negotiation with the Hong Kong government; and Komatsu, a Japanese firm's negotiation with Dresser, an American firm.Following the success of the first edition, the second edition re-emphasizes the spirit of linking theory to practice with two new chapters on emotions in negotiation and the Indian negotiation style.


Author : Bagoes Wiryomartono
Publisher : Springer Nature
Release : 2020-03-04
Page : 312
Category : Social Science
ISBN 13 : 9811534055
Description :


This book raises the issue of the practice of patrimonial power with a focus on habitations, particularly in the urban areas of Indonesia. An assemblage of interdisciplinary studies within the framework of environmental humanities, covering the arts, architecture, urban studies, geography, cultural anthropology, and sociology, this multifaceted framework divulges the interactive connectivity between Indonesia’s patrimonial culture and the socio-culturally constructed system of habitation. The interdisciplinary study of the pertinent practices of patrimonial power that have been represented and been manifested by various political and traditional regimes in terms of the built environment and habitation in Indonesia contributes to a new understanding of Indonesian urban spatial development, from the pre-colonial era to the present. The book poses that in order to understand the politics of Indonesia, one must understand the culture and tradition of the political leadership of the country. The author presents such an understanding in exploring and unpacking the relationship between people and place that constructs, develops, sustains, and conserves Indonesian culture and traditions of habitation. This book is of interest to graduate scholars and researchers in Asian Studies in numerous disciplines, including urban studies, urban planning and design, political science, architecture, anthropology of space, public administration, and political philosophy.


Author : David De Cremer
Publisher : Walter de Gruyter GmbH & Co KG
Release : 2021-07-05
Page : 190
Category : Business & Economics
ISBN 13 : 3110671980
Description :


In the twenty-first century, it is necessary for Asia to step up and assume a larger leadership role on the global stage, commensurate with its economic weight and interests. Eighty-eight percent of the increase in the numbers of the middle class in the next five years will take place in Asia, underscoring the reality that global business and leadership will be colored in significant ways by Asian values, approaches and strategies. This book explores how this may impact our view and conceptual approach to the notion of global leadership. The contributors to this collection explore and examine the concept of global Asian leadership and outcome implications at the societal, corporate and policy-making level. They argue that global leaders will increasingly focus on specific needs, values and strategies that are uniquely Asian, which emphasizes the reality that we most likely will have to redefine our notion of global leadership. This comprehensive study of the integration of Asian and global leadership will benefit those employed in the corporate, government and educational sectors as well as a broader audience with an interest in leadership, policy-making and economics.


Author : Van Zandt
Publisher :
Release : 1970-01-01
Page :
Category :
ISBN 13 : 9780000706133
Description :



Author : Donald J. Trump
Tony Schwartz
Publisher : Ballantine Books
Release : 2009-12-23
Page : 384
Category : Business & Economics
ISBN 13 : 0307575330
Description :


President Donald J. Trump lays out his professional and personal worldview in this classic work—a firsthand account of the rise of America’s foremost deal-maker. “I like thinking big. I always have. To me it’s very simple: If you’re going to be thinking anyway, you might as well think big.”—Donald J. Trump Here is Trump in action—how he runs his organization and how he runs his life—as he meets the people he needs to meet, chats with family and friends, clashes with enemies, and challenges conventional thinking. But even a maverick plays by rules, and Trump has formulated time-tested guidelines for success. He isolates the common elements in his greatest accomplishments; he shatters myths; he names names, spells out the zeros, and fully reveals the deal-maker’s art. And throughout, Trump talks—really talks—about how he does it. Trump: The Art of the Deal is an unguarded look at the mind of a brilliant entrepreneur—the ultimate read for anyone interested in the man behind the spotlight. Praise for Trump: The Art of the Deal “Trump makes one believe for a moment in the American dream again.”—The New York Times “Donald Trump is a deal maker. He is a deal maker the way lions are carnivores and water is wet.”—Chicago Tribune “Fascinating . . . wholly absorbing . . . conveys Trump’s larger-than-life demeanor so vibrantly that the reader’s attention is instantly and fully claimed.”—Boston Herald “A chatty, generous, chutzpa-filled autobiography.”—New York Post


Author : Pervez N. Ghauri
Jean-Claude Usunier
Publisher : Emerald Group Publishing
Release : 2003-09-30
Page : 544
Category : Business & Economics
ISBN 13 : 9780080442938
Description :


Provides an understanding about the impact of culture and communication on international business negotiations. This work explores the problems faced by Western managers while doing business abroad and offers guidelines for international business negotiations. It also focuses on an important aspect of international business: negotiations.


Author : Keld Jensen
Publisher : Palgrave Macmillan
Release : 2013-12-03
Page : 280
Category : Business & Economics
ISBN 13 : 1137333677
Description :


Deal-makers who are stuck on the traditional path define success as concluding a transaction at the cheapest possible acquisition cost. This approach takes only two variables into account: price and quantity. Haggling for the cheapest price is really not negotiation at all, according to Jensen's way of thinking. He suggests these people are not really aware of the process that can yield a mutually beneficial result, enhancing the value of the take-away for both parties. Haggling for the deepest discount eliminates the magic ingredients that expand the room to negotiate and, consequently, the range of variables the delegates have to work with in order to make the pie bigger. The magic ingredients are trust and cooperation. Jensen shows negotiating parties to: 1. Operate from a position of trust, committed to the discovery of mutual gain 2. Bargain constructively, using transparent, two-way communication 3. Leverage the differences between the parties 4. Cooperate to reduce risk and improve the utilization of resources


Author : Francis Khek Gee Lim
Publisher : BRILL
Release : 2008-08-22
Page : 248
Category : Social Science
ISBN 13 : 9047443373
Description :


Effectively combining ethnographic research and theoretical reflections on the pursuit of the good life in a Tibetan community in the Nepal Himalaya, this fascinating book offers a fresh perspective in seeking to understand contemporary experience of development and globalization.


Author : Mely Caballero-Anthony
Publisher : Columbia University Press
Release : 2018-12-18
Page :
Category : Political Science
ISBN 13 : 0231544499
Description :


The threats the world currently faces extend beyond traditional problems such as major power competition, interstate conflict, and nuclear proliferation. Non-traditional security challenges such as climate change, migration, and natural disasters surpass states’ capacity to address them. These limitations have led to the proliferation of other actors—regional and international organizations, transnational networks, local and international nongovernmental organizations—that fill the gaps when states’ responses are lacking and provide security in places where there is none. In this book, Mely Caballero-Anthony examines how non-traditional security challenges have changed state behavior and security practices in Southeast Asia and the wider East Asia region. Referencing the wide range of transborder security threats confronting Asia today, she analyzes how non-state actors are taking on the roles of “security governors,” engaging with states, regional organizations, and institutional frameworks to address multifaceted problems. From controlling the spread of pandemics and transboundary pollution, to managing irregular migration and providing relief and assistance during humanitarian crises, Caballero-Anthony explains how and why non-state actors have become crucial across multiple levels—local, national, and regional—and how they are challenging regional norms and reshaping security governance. Combining theoretical discussions on securitization and governance with a detailed and policy-oriented analysis of important recent developments, Negotiating Governance on Non-Traditional Security in Southeast Asia and Beyond points us toward “state-plus” governance, where a multiplicity of actors form the building blocks for multilateral cooperative security processes to meet future global challenges.


Author : Steve Gates
Publisher : John Wiley & Sons
Release : 2015-10-08
Page : 232
Category : Business & Economics
ISBN 13 : 1119155517
Description :


Winner! - CMI Management Book of the Year 2017 – Practical Manager category Master the art of negotiation and gain the competitive advantage Now revised and updated, the second edition of The Negotiation Book will teach you about one of the most important skills in business. We all have to negotiate at some point; whether in the office or at home and good negotiation skills can have a profound effect on our lives – both financially and personally. No other skill will give you a better chance of optimizing your success and your organization's success. Every time you negotiate, you are looking for an increased advantage. This book delivers it, whilst ensuring the other party also comes away feeling good about the deal. Nothing will put you in a stronger position to build capacity, build negotiation strategies and facilitate negotiations through to successful conclusions. The Negotiation Book: Explains the importance of planning, dynamics and strategies Will help you understand the psychology, tactics and behaviours of negotiation Teaches you how to conduct successful win-win negotiations Gives you the competitive advantage


Author : Roger Fisher
William Ury
Publisher : Houghton Mifflin Harcourt
Release : 1991
Page : 200
Category : Business & Economics
ISBN 13 : 9780395631249
Description :


Describes a method of negotiation that isolates problems, focuses on interests, creates new options, and uses objective criteria to help two parties reach an agreement


Author : Richard H. Solomon
Charles W. Freeman
Publisher : US Institute of Peace Press
Release : 1999
Page : 204
Category : Business & Economics
ISBN 13 : 9781878379863
Description :


After two decades of hostile confrontation, China and the United States initiated negotiations in the early 1970s to normalize relations. Senior officials of the Nixon, Ford, Carter, and Reagan administrations had little experience dealing with the Chinese, but they soon learned that their counterparts from the People's Republic were skilled negotiators. This study of Chinese negotiating behavior explores the ways senior officials of the PRC--Mao Zedong, Zhou Enlai, Deng Xiaoping, and others--managed these high-level political negotiations with their new American "old friends." It follows the negotiating process step by step, and concludes with guidelines for dealing with Chinese officials. Originally written for the RAND Corporation, this study was classified because it drew on the official negotiating record. It was subsequently declassified, and RAND published the study in 1995. For this edition, Solomon has added a new introduction, and Chas Freeman has written an interpretive essay describing the ways in which Chinese negotiating behavior has, and has not, changed since the original study. The bibiliography has been updated as well.


Author : David Veevers
Publisher : Cambridge University Press
Release : 2020-06-30
Page : 318
Category : History
ISBN 13 : 110848395X
Description :


A revisionist interpretation of the origins of the British Empire in Asia from 1600 to 1750.


Author : Jack Perkowski
Publisher : Currency
Release : 2008-03-18
Page : 336
Category : Business & Economics
ISBN 13 : 0307409848
Description :


The first book by a westerner who built a company in China from scratch The emergence of China as a world economic power is one of the biggest stories of our time. Every business that intends to be an important part of the fast-changing global economy needs to know how to play the game in China. Who better to be your guide than Jack Perkowski, the pioneer who went to China in the early 1990s. Equipped with just a concept, he built a company step-by-step from the ground up–ASIMCO Technologies–that became a major player in China’s fast-growing automotive business. Perkowski’s story is as rich, involving, and improbable as those of nineteenth-century titans such as Rockefeller and Carnegie or of twentieth-century ones like Michael Dell and Bill Gates, but with one obvious difference: They and others built their companies when America was emerging or dominant. Perkowski built his at the dawn of the Chinese century. Perkowski’s insights about the challenges and potential of western involvement in today’s great Chinese expansion–gained on the ground in China itself over the past fifteen years–are of inestimable value and relevance to us all. For instance: • The good news about China: Everything is possible. The bad news: Nothing is easy. • To build a business in China, you must develop a local management team–avoiding both former bureaucrats of the state-run enterprises and the country’s new breed of wildcat entrepreneurs. • You must learn the real reason why China is able to produce goods so cheaply. • Forget your notions about the Chinese economy being rigidly controlled by Beijing–it is, in fact, highly decentralized and locally driven. As the Chinese say, “The mountains are high and the emperor is far away.” Perkowski tells his story with clarity, lots of humor, and a gripping sense of adventure. He takes us along on his own version of the Long March, when he visited two factories a day for nine months, hitting every province, going through endless rounds of dinners and the inevitable drinking games, and eating what seemed like every part of every animal. He vividly describes what it’s like to be a westerner living and working in China and the dramatic transformation he’s seen in the country, from a place left behind by the modern world to a place where a new world is being born. Filled with hard-nosed lessons for anyone with ambitions of breaking into the Chinese market, and a rich source of practical wisdom about the realities of China today, Managing the Dragon answers the questions people ask Perkowski most often about his unique experience, as well as those they never think of asking–but should.


Author : Theron Muller
Steven Herder
Publisher : Springer
Release : 2011-12-08
Page : 301
Category : Language Arts & Disciplines
ISBN 13 : 0230347827
Description :


This collection offers a distinctly Asian voice for English language education and addresses some of the unique needs of Asian learners in EFL contexts. Teachers and researchers from nine Asian countries present some of the most current and innovative research in five distinct and fascinating areas of EFL teaching and learning.