Successfully negotiating in Asia:
Saved in:
| Main Author: | |
|---|---|
| Format: | Book |
| Language: | English |
| Published: |
Heidelberg
Springer
2010
|
| Subjects: | |
| Online Access: | Inhaltsverzeichnis |
| Physical Description: | XVIII, 183 S. 235 mm x 155 mm |
| ISBN: | 9783642424496 |
Staff View
MARC
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Record in the Search Index
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| adam_text |
CONTENTS 1 WHAT IS NEGOTIATION? 1 1.1 INTRODUCTION 1 1.2 DEFINITION OF
NEGOTIATION 2 1.2.1 SUCCESSFUL NEGOTIATION 2 1.3 SKILLED NEGOTIATORS
SEEK TO BUILD COMMON GROUND 3 1.3.1 KNOWING YOURSELF 4 1.3.2 KNOWING
YOUR BUSINESS WELL 5 1.3.3 KNOWING ASIA WELL 5 1.3.4 KNOWING THE OP'S
NEEDS 5 1.4 OVERWINNING IS BAD! 7 1.4.1 EVENLFWEWIN 7 1.4.2 MAKING SURE
THAT THE OP DOES NOT LOSE FACE 8 1.4.3 SETTING A PLEASANT AND
COOPERATIVE ATMOSPHERE 8 1.5 CHECKPOINT 9 REFERENCES 10 2 NEGOTIATION,
THE RELATIONSHIP WAY 11 2.1 INTRODUCTION 11 2.2 PRENEGOTIATION STAGE 11
2.2.1 ESSENTIAL PRENEGOTIATION COUNTRY STUDY 14 2.2.2 PRENEGOTIATION
CHECKLIST 26 2.3 POSTNEGOTIATION STAGE 27 2.3.1 MORE LESSONS FOR
BUSINESS NEGOTIATIONS BASED ON OUR RELATIONSHIPS WITH OUR SPOUSE 28
2.3.2 BUILDING BRIDGES 30 2.3.3 HUMANISING THE COMMUNICATION 30 2.3.4
KNOWING, CONTACTING AND WORKING WITH THE RIGHT PEOPLE . 31 2.3.5 USING
THE OP'S NETWORK TO INFLUENCE THE OP 31 2.3.6 MANAGING YOUR BODY
LANGUAGE TO RELATE WELL WITH YOUR OP 32 BIBLIOGRAFISCHE INFORMATIONEN
HTTP://D-NB.INFO/997282096 DIGITALISIERT DURCH TIV CONTENTS 2.3.7 READ
THE OP'S BODY LANGUAGE TOO! 32 2.3.8 SHOWING OUR INTEGRITY AND BUILDING
THE OP'S TRUST IN US . 33 2.4 RELATING AND WRITING PERSUASIVELY TO
INFLUENCE THE OP 33 2.5 CHECKPOINT 35 2.5.1 ESSENTIAL PRENEGOTIATION
COUNTRY STUDY CHECKLIST 37 REFERENCES 37 3 PREPARATION AND PLANNING 39
3.1 INTRODUCTION 39 3.2 SETYOURGOALS 39 3.3 KNOW YOURSELF 40 3.4 DECIDE
WHO IS TO NEGOTIATE 40 3.5 PREPARE YOUR APPEARANCE, DRESS AND MANNERS 42
3.5.1 PLAN TIME/TIMING FOR THE NEGOTIATION 43 3.5.2 PREPARE IN ADVANCE
FOR THE NEGOTIATION PLACE/ENVIRONMENT . 44 3.5.3 PREPARE A LIST OF
QUESTIONS TO ASK 47 3.5.4 PREPARE FOR THE WORDS TO BE USED 47 3.5.5
DECIDE ON THE CHANNELS OF COMMUNICATION 49 3.5.6 SETTHEAGENDA 51 3.6
PREPARING FOR NEGOTIATING WITH SOMEONE FROM ANOTHER CULTURE 52 3.7
SPECIAL MENTION OF INDONESIA: CAPITALISING ON "FLEXIBILITY" 53 3.8 SUN
TZU, THE ART OF WAR AND NEGOTIATION 55 3.8.1 TO BE PERSUASIVE, ONE NEEDS
TO BE BETTER PREPARED 55 3.8.2 THE EFFECTIVE NEGOTIATOR'S PLANNING
ESSENTIALS, SUNTZU'SWAY 56 3.9 SUMMARY AND SECTION CONCLUSION 61 3.10
CHECKPOINT 61 REFERENCES 64 4 PROCESS VERSUS CONTENT 67 4. 1 THE PROCESS
OF NEGOTIATION 67 4.1.1 SKILLED NEGOTIATORS ASK MORE QUESTIONS THAN
UNSKILLED NEGOTIATORS 68 4.1. CONTENTS XV 4.4 MORE EXERCISES AND
PRACTICE 77 4.5 CHECKLIST 77 REFERENCES 77 5 SOME SURE-FIRE NEGOTIATION
TECHNIQUES AND TACTICS 79 5.1 INTRODUCTION 79 5.2 NEGOTIATION TECHNIQUES
AND TACTICS 79 5.3 THE DANGERS OF VERBAL AGREEMENTS 92 5.4 CHECKPOINT 93
6 CHINESE STRATEGIES AND TACTICAL WAYS 95 6.1 INTRODUCTION 95 6.2 FIT
LIT SHOII (WEALTH, PROSPERITY AND LONGEVITY) 95 6.2.1 THE FU LU SHOIT
NEGOTIATION THINKING 96 6.3 TAI CHI AND NEGOTIATION 97 6.3.1 THE TAI CHI
NEGOTIATOR 98 6.4 THE 36 STRATAGEMS OF ANCIENT CHINA 102 6.5 CHINESE
WARRING GODS AND THEIR WAYS IN NEGOTIATION 110 6.5.1 SWORN BROTHERS 110
6.5.2 GUAN KONG'S LOYAL BUT DEMANDING WAYS ILL 6.5.3 LIU BEI'S SOFT
STYLE ILL 6.5.4 SOFTNESS IS NOT POWERLESSNESS 113 6.5.5 ZHANG FEI, GOD
OF BUTCHERS AND HIS WAYS 114 6.5.6 OPENING MOVES 114 6.5.7 BEWARE OF
UNETHICAL NEGOTIATION WAYS 115 6.6 CONCLUDING REMARKS 116 6.7 CHECKPOINT
116 REFERENCES 117 7 JAPANESE STRATEGIES AND TACTICAL WAYS 121 7.1
INTRODUCTION 121 7.2 NEGOTIATION, THE WAY OF THE SAMURAI 121 7.2.1 WHO
WERE THE SAMURAI? 121 7.2.2 MAKING A FRIEND OF FEAR 122 7.2.3 APPLYING
UNIVERSAL LOVE AND BENEVOLENCE 122 7.2. XVI CONTENTS 8 INDIAN
NEGOTIATION STRATEGIES AND TACTICAL WAYS 133 8.1 INTRODUCTION 133 8.2
THE INDIAN KATHAKALI DANCE AND NEGOTIATION 133 8.2.1 APPLYING
RATIONALITY 134 8.2.2 BOTTOM-LINE MATTERS 135 8.2.3 STRONG PLANNING
PREVAILS 135 8.2.4 INTEGRITY IS VALUED 135 8.2.5 TEAMWORK IS STRESSED
136 8.3 THE HINDU TRINITY 136 8.3.1 THE BRAHMANIC NEGOTIATOR 137 8.3.2
THE VISHNU NEGOTIATOR 138 8.3.3 THE SHIVA NEGOTIATOR 139 8.4 HANUMAN AND
NEGOTIATION 140 8.5 BHAGAVAD GITA AND THE ART OF NEGOTIATION 141 8.6
SOME PRACTICAL TIPS 143 8.7 CHECKPOINT 144 REFERENCES 145 9 NEGOTIATION
AND THE MARTIAL ARTS, MASTERING THE ART OF EFFECTIVE PERSUASION: THE
ASIAN PERSPECTIVE 147 9.1 INTRODUCTION 147 9.2 SIMILARITIES OF MARTIAL
ARTS AND SUCCESSFUL NEGOTIATION WAYS 147 9.3 CHECKPOINT 159 REFERENCES
160 10 DEADLOCK BREAKING AND CONCESSION MAKING 163 10.1 WHY DO DEADLOCKS
OCCUR? 163 10.1.1 HOW TO BREAK A DEADLOCK? 163 10.1.2 RE-SCREAM 166 10.2
CONCESSION-MAKING PRINCIPLES 167 10.3 CHECKPOINT 169 REFERENCES 171 11
EPILOGUE 173 11.1 INTRODUCTION 173 11.2 THE GOLDEN RULE 173 11. |
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| spelling | Low, Patrick 1949- Verfasser (DE-588)131285335 aut Successfully negotiating in Asia Patrick Kim Cheng Low Heidelberg Springer 2010 XVIII, 183 S. 235 mm x 155 mm txt rdacontent n rdamedia nc rdacarrier Negotiation in business Asia Negotiation Asia Kulturkontakt (DE-588)4033569-0 gnd rswk-swf Verhandlungsführung (DE-588)4187777-9 gnd rswk-swf Geschäftsverbindung (DE-588)4314530-9 gnd rswk-swf Auslandsgeschäft (DE-588)4003763-0 gnd rswk-swf Asien Asien (DE-588)4003217-6 gnd rswk-swf Asien (DE-588)4003217-6 g Auslandsgeschäft (DE-588)4003763-0 s Geschäftsverbindung (DE-588)4314530-9 s Verhandlungsführung (DE-588)4187777-9 s Kulturkontakt (DE-588)4033569-0 s 1\p DE-604 Erscheint auch als Online-Ausgabe 978-3-642-04676-6 DNB Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=018801084&sequence=000001&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis 1\p cgwrk 20201028 DE-101 https://d-nb.info/provenance/plan#cgwrk |
| spellingShingle | Low, Patrick 1949- Successfully negotiating in Asia Negotiation in business Asia Negotiation Asia Kulturkontakt (DE-588)4033569-0 gnd Verhandlungsführung (DE-588)4187777-9 gnd Geschäftsverbindung (DE-588)4314530-9 gnd Auslandsgeschäft (DE-588)4003763-0 gnd |
| subject_GND | (DE-588)4033569-0 (DE-588)4187777-9 (DE-588)4314530-9 (DE-588)4003763-0 (DE-588)4003217-6 |
| title | Successfully negotiating in Asia |
| title_auth | Successfully negotiating in Asia |
| title_exact_search | Successfully negotiating in Asia |
| title_full | Successfully negotiating in Asia Patrick Kim Cheng Low |
| title_fullStr | Successfully negotiating in Asia Patrick Kim Cheng Low |
| title_full_unstemmed | Successfully negotiating in Asia Patrick Kim Cheng Low |
| title_short | Successfully negotiating in Asia |
| title_sort | successfully negotiating in asia |
| topic | Negotiation in business Asia Negotiation Asia Kulturkontakt (DE-588)4033569-0 gnd Verhandlungsführung (DE-588)4187777-9 gnd Geschäftsverbindung (DE-588)4314530-9 gnd Auslandsgeschäft (DE-588)4003763-0 gnd |
| topic_facet | Negotiation in business Asia Negotiation Asia Kulturkontakt Verhandlungsführung Geschäftsverbindung Auslandsgeschäft Asien |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=018801084&sequence=000001&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
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