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Negotiating Successfully in Asia

Author

Listed:
  • Michael Benoliel

    (Singapore Management University, Singapore)

Abstract

Cross-cultural negotiations are complex, challenging, and difficult to navigate because much of the Asian culture is unstated, implicit, and internalized in subtle behavioral patterns. It is like an iceberg; more is invisible and less is visible. To understand how the Asian negotiation values and practices are different from those in the West, I describe briefly the Asian cultural roots, highlight the major dimensions that differentiate cultures, explore the factors that influence the Asian negotiation processes and outcomes, and provide a list of practical suggestions for negotiating successful deals with Asian negotiators.

Suggested Citation

  • Michael Benoliel, 2013. "Negotiating Successfully in Asia," Eurasian Journal of Social Sciences, Eurasian Publications, vol. 1(1), pages 1-18.
    • Handle: RePEc:ejn:ejssjr:v:1:y:2013:i:1:p:1-18
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