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Negotiation, the Relationship Way

In: Successfully Negotiating in Asia

Author

Listed:
  • Prof. Patrick Kim Cheng Low

    (Universiti Brunei Darussalam
    University of South Australia)

Abstract

In my second book, The Power of Relationships (Low Kim Cheng 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

  • Prof. Patrick Kim Cheng Low, 2010. "Negotiation, the Relationship Way," Springer Books, in: Successfully Negotiating in Asia, chapter 0, pages 11-38, Springer.
    • Handle: RePEc:spr:sprchp:978-3-642-04676-6_2
    DOI: 10.1007/978-3-642-04676-6_2
    as

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