Negotiating In Asia

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.

East and West-different languages, different cultures, and different expectations in business and negotiating. When purpose, approach, goal, and priorities differ in the negotiation process, challenges are a given. Robert Azar uses his four decades of first-hand Asian business experience not only to clearly define these areas of East-West differences and relate them to deeper cultural insight but also to provide proven, practical methods to arrive at optimal negotiation solutions for maximum success. This book is chock full of insight, practical information, and case examples for any person, experienced or novice, conducting business in Asia markets.

Though wary of China’s rapid rise, her neighbors have considerable experience of dealing with unequal power without surrendering their autonomy. For its part, China has a long memory of unequal or "tributary" relations and a relatively brief and turbulent experience of working within the current useful fiction of "sovereign equality" in international relations. The emerging pattern will have to take account of the great discrepancy in economic and military power between the future China and her neighbours, and of how such asymmetry can be managed peacefully. Negotiating Asymmetry explores how the real or imagined norms governing past relations may shape China’s future position in the region by considering how relationships have changed over the past two centuries. The volume argues that neither the "Chinese world order" of tribute relations nor the Westphalia model of sovereign equality ever operated effectively in Asia, but suggests that the past does offer strong indicators about the shape of a new order in Asia.

The book consolidates the practical tips and concepts that shaped the authors work with organizations and individuals around the world. It is written to allow people to benefit from what hitherto was only available to some of the wealthiest organizations. The ideas presented in this book will help the reader better conduct dialogue with themselves and others leading to optimal outcomes for all. Written for the mass market, this book is a must-read for CEO's and senior staff. It reinvigorates the trainer's approach to interactions with people on all spectrums within the negotiation.

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.

This book seeks to explain two core paradoxes associated with the Association of Southeast Asian Nations (ASEAN): How have diverse states hung together and stabilized relations in the face of competing interests, divergent preferences, and arguably weak cooperation? How has a group of lesser, self-identified Southeast Asian powers gone beyond its original regional purview to shape the form and content of Asian Pacific and East Asian regionalisms? According to Alice Ba, the answers lie in ASEAN's founding arguments: arguments that were premised on an assumed regional disunity. She demonstrates how these arguments draw critical causal connections that make Southeast Asian regionalism a necessary response to problems, give rise to its defining informality and consensus-seeking process, and also constrain ASEAN's regionalism. Tracing debates about ASEAN's intra- and extra-regional relations over four decades, she argues for a process-driven view of cooperation, sheds light on intervening processes of argument and debate, and highlights interacting material, ideational, and social forces in the construction of regions and regionalisms.

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.