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.

 

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).