Negotiating Your Way Through Korea: Saccone, Richard: 9781565911581: Book: Social Science: eCampus.com

Introduction to Negotiation

(6)

Fundamentals of Negotiation

(36)

Timing - Know when to negotiate

(7)

Understanding People - Personalities affect negotiations

(2)

Listening - Be a good listener

(2)

Asking questions - Formulate high quality question

(3)

Dealing with obstacles (Deadlocks & Impasses)

(3)

Personal Attacks

(1)

Turning Negatives into Positives

(2)

Testing For Honesty

(1)

Never Take the First Offer

(1)

Making an Offer

(5)

Concessions

(3)

Closing the Deal

(1)

Walk Away Power

(1)

What Makes a Good Negotiator

(3)

Planning and Preparation

(14)

Planning and Preparation

(4)

Gathering Intelligence

(3)

Develop a Strategy

(1)

Determine Needs of Both Sides

(2)

Controlling the Agenda

(3)

Understanding Each Others Culture

(22)

Gibun

(1)

Personal Space

(3)

Names - Different than you may be used to

(4)

Face

(2)

Differences in Communicating

(1)

The Logic of the Deal vs Strength of Relationship

(1)

Disparity in Knowledge of Foreign Language and Culture

(1)

Fairness

(3)

Competition

(1)

Verticial vs Horizontal Relationships

(1)

Gestures and Body Language

(2)

Common Negotiating Tactics / Techniques (and counters)

(28)

Put Yourself on the Same Side as Opponent

(2)

Mentor Approach

(1)

Co-opt

(1)

Forced Decision

(1)

Divide and Conquer

(1)

Good Guy / Bad Guy

(2)

Innocent Victim

(1)

Delay

(1)

Higher Authority

100

(1)

Trade-off

101

(1)

Ultimatums

102

(2)

Split the Difference

104

(1)

Decoy or Red Herring

105

(1)

Emotional Close

106

(1)

Reluctant Buyer / Seller

107

(1)

Pass the Monkey

108

(1)

Nibbling

109

(2)

Discover Defects

111

(1)

Team Approach

112

(2)

Power Negotiators

114

(3)

Mitigate the Difference

117

(1)

Conditional Offer

117

(1)

Bluff

117

(1)

Take it Back

118

(1)

Successfully Negotiating with Koreans

119

(38)

View Things from their Angle

120

(2)

Create a Favorable Negotiation Surroundings

122

(3)

Sell Yourself First

125

(3)

Build Positive Relationships

128

(3)

Maintain a Positive Attitude / Avoid Confrontation

131

(3)

Avoid Negative Emotion

134

(2)

Develop a Patience / Persistence Long Term Perspective

136

(2)

Don't Reveal Weaknesses

138

(1)

Third Party

139

(2)

Translators

141

(3)

The Language Factor

144

(2)

Differences in Language

146

(3)

Status

149

(4)

Look for Common Ground

153

(1)

Offer Alternatives

153

(1)

Honor Rituals

154

(3)

Situational Negotiations (Examples)

157

(6)

Shopping

158

(1)

Buying Art or Pieces Made by Craftsman

159

(1)

Buying / Selling Large Ticket Items

159

(1)

Employee / Management Negotiations

160

(1)

Negotiating Complaints

161

(1)

Beware of Currency Conversion

162

(1)

Negotiating with Bureaucrats

163

(6)

Putting It all Together

169

(3)

Index

172


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