Whitepaper: Negotiating Successfully in Asia

|Whitepaper: Negotiating Successfully in Asia

Negotiating Successfully in Asia

Author: Dr. Michael Benoliel

Michael BenolielCross-cultural negotiations are complex, challenging and difficult to navigate because much of the Asian culture is unstated, implicit and internalised in subtle behavioural 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.

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