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Successfully Negotiating in Asia: 36 Success Pathways to Arguing Well and Dealing with Various Negotiator Types: Management for Professionals

Autor Kim Cheng Patrick Low
en Limba Engleză Hardback – 29 sep 2020
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.
 



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Specificații

ISBN-13: 9783030486549
ISBN-10: 3030486540
Pagini: 400
Ilustrații: XV, 400 p. 52 illus. With Originally published by Springer-Verlag Berlin Heidelberg .
Dimensiuni: 155 x 235 mm
Greutate: 0.76 kg
Ediția:2nd ed. 2020
Editura: Springer International Publishing
Colecția Springer
Seria Management for Professionals

Locul publicării:Cham, Switzerland

Cuprins

What Is Negotiation?.- Negotiation, the Relationship Way.- Preparation and Planning.- Process Versus Content.- Some Sure-Fire Negotiation Techniques and Tactics.- Chinese Strategies and Tactical Ways.- Japanese Strategies and Tactical Ways.- Indian Negotiation Strategies and Tactical Ways.- Negotiation and the Martial Arts, Mastering the Art of Effective Persuasion: The Asian Perspective.- Deadlock Breaking and Concession Making.- Negotiating With the Various Types of Negotiators.- How to Persuade Others to Your Side. Or the Many Ways in Which the Leader/Manager Can Influence His or Her People.- How to Argue Well.- The Ps: The Pathway to Negotiation Success.- Epilogue. 

Notă biografică

A Chartered Marketer (CIM, UK) and behavioural consultant, Prof. Dr. Patrick K C Low was teaching MBA in Leadership, Managing Negotiations, Change Management and Organizational Behaviour in Universiti Brunei Darussalam and is an Associate of the University of South Australia. Professor Low is the author of several books including Springer’s Leading Successfully in Asia (2013, 2018) and Successful Negotiating in Asia (1 ed. 2010). An advisory board member of the Emerald Insight’s Management Decision (2007 - 2014), Prof Low was also the Section Editor of Springer’s Dictionary of Corporate Social Responsibility (2015) and the Encyclopaedia of Corporate Social Responsibility (2014).
He is currently a visiting faculty at the Graduate School of Business, University of the South Pacific (Suva) in Fiji. 

Textul de pe ultima copertă

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.
 




Caracteristici

Demonstrates success pathways into useful negotiating methods to apply in Asia Elaborates on Chinese, Japanese and Indian cultural sensitivities and negotiation methods Offers intercultural insights into establishing the 'relationship-way' of negotiations