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9783642046759

Successfully Negotiating in Asia

by
  • ISBN13:

    9783642046759

  • ISBN10:

    3642046754

  • Edition: 1st
  • Format: Hardcover
  • Copyright: 2010-02-01
  • Publisher: Springer Verlag
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Supplemental Materials

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Summary

What is Negotiation? - Introduction - Definition of Negotiation - Skilled Negotiators Seek to Build Common Ground - Over-winning Is Bad! - Checkpoint. - Negotiation, the Relationship Way - Pre-Negotiation Stage - Post-Negotiation Stage - Relating and Writing Persuasively to Influence OP - Checkpoint. - Preparation and Planning - Set Your Goals - Know Yourself - Decide Who s to Negotiate - Prepare for Your Appearance, Dressing and Manners - Preparing for Negotiating with Someone from Another Culture - Special Mention on Indonesia Capitalising 'Flexibility' - Sun Tzu, the Art of War and Negotiation. - Process versus Content - The Process of Negotiation - The Content of Negotiation. - Some Sure-fire Negotiating Techniques and Tactics - Negotiation Techniques and Tactics - The Dangers of Verbal Agreements. Chinese Strategies and Tactical Ways - Fu Lu Shuo (Wealth, Prosperity and Longevity) - Taichi and Negotiation - The Thirty-six Strategems of Ancient China - Chinese Warring Gods And Their Ways In Negotiation - Concluding Remarks. - Japanese Strategies & Tactical Ways - Negotiation, the Way of the Samurai - Applying Aikido In Negotiations: Becoming a Better Negotiator. - Indian Negotiation Strategies and Tactical Ways - The Indian Kathakalli Dance and Negotiation - The Hindu Trinity - Hanuman and Negotiation - Bhagavad Gita and the Art of Negotiation - Some Practical Tips. - Negotiation and The Martial Arts, Mastering the Art of Effective Persuasion, The Asian Perspective - Similarities of Martial Arts and Successful Negotiation Ways. - Deadlock Breaking and Concession making/ giving - Why Deadlocks Occur? - Concession-making and Giving Principles. - Epilogue - The Golden Rule - Remove 'Demand' from Our Vocabulary - You Don t Have To Be Disagreeable to Disagree - Treat People with Fairness, Decency and Respect - Relieve Tension, Begin Conversation with Pleasantries - Show Personal Interest - Develop a Partnership - Checkpoint

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