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Strategic Negotiation Across Cultures |
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| Authors: Tan Joo Seng & Lim Ngah Kiing, Elizabeth | |||
| Publisher: McGraw-Hill Education (Asia) | Format: pbk, 125 pages | ||
| ISBN: 0071226672 | Copyright: 2002 | ||
|AUTHORS' PROFILE|WHERE TO BUY?Prior to meeting people from other culture, it is important to perform a thorough self-assessment of what negotiators know and do not know about their culture and that of their counterparts. Many stories have been told of how foreigners would come to another country to do business - totally unaware of the striking cultural differences - and proceed to conduct negotiations and business just as they would at home, often with disappointing results. Each country has business practices and customs that are deeply rooted in its culture, history and traditions. It is the responsibility of negotiators to update and upgrade their understanding and knowledge about the cultural values and idiosyncrasies of their counterparts. Investing time to understand some cultural fundamentals that underpin business practices of the other country provides a platform and benchmark for adjustments to ones personal approach and behavior. As such, the flexibility to adapt and adjust becomes the vehicle for execution of ones negotiation strategies. The ability to transform cultural competency to negotiation strategies gives competitive edge and increases the success rate if your negotiations and business relationships.
This book brings you along on a negotiation journey that starts off with key cultural values of three of Asia's biggest economies and concludes with some negotiation tips. It serves the purpose of enlightening business executives in the business of negotiating in the three major economies of Asia.
PREFACE
|AUTHORS' PROFILE|WHERE TO BUY?PREFACE
|AUTHORS' PROFILE|WHERE TO BUY?
