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Negotiation, the Relationship Way

In: Successfully Negotiating in Asia

Author

Listed:
  • Kim Cheng Patrick Low

    (University of the South Pacific)

Abstract

In my second book, The Power of Relationships (Low K. C. P. The power of relationships: How to boost your business and lead a happier life. Businesscr AFT™ Consultancy, Singapore, 2001), I highlighted that building relationships helps us in our negotiations. In this chapter, let me illustrate this further. Relationships can also enrich our business life by improving our negotiation skills. Besides, in Asia, business people prefer to deal with individuals they know or with whom they are familiar. For Asians, business relationships are ties based on obligations and reciprocity, and then profits.

Suggested Citation

  • Kim Cheng Patrick Low, 2020. "Negotiation, the Relationship Way," Management for Professionals, in: Successfully Negotiating in Asia, edition 2, chapter 2, pages 13-47, Springer.
    • Handle: RePEc:spr:mgmchp:978-3-030-48655-6_2
    DOI: 10.1007/978-3-030-48655-6_2
    as

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    Keywords

    Dine; Indonesia; Malaysia; Rubber; Smoke;
    All these keywords.

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