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Negotiation Mastering Business in Asia

ISBN: 978-0-470-82171-8
250 pages
November 2005
Negotiation Mastering Business in Asia (047082171X) cover image


The book consolidates the practical tips and concepts that shaped the authors work with organizations and individuals around the world. It is written to allow people to benefit from what hitherto was only available to some of the wealthiest organizations. The ideas presented in this book will help the reader better conduct dialogue with themselves and others leading to optimal outcomes for all. Written for the mass market, this book is a must-read for CEO's and senior staff. It reinvigorates the trainer's approach to interactions with people on all spectrums within the negotiation.
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Table of Contents

About the series.



1 Negotiating in Asia: Introduction.

What do we mean by “Asia”?

Why negotiating in Asia is harder than in other markets.


2 Successful Negotiators and the Stages of Negotiation.

Successful negotiators.

The stages of negotiation.


3 The Preparation Stage.

Preparing to negotiate in Asia.

Preparing the people.

Preparing the content.

Preparing the process.


4 The Introduction Stage.

Get off to a good start.

Minimum requirements for the introduction stage.

Recommended agenda to start your negotiations.

Important considerations about introducing the people.

Important considerations about introducing the process.

Important considerations about introducing the content.


5 The Objection Stage.

Conflict continuum: What to look for in Asia.

Diagnosing the sources of objection and conflict.

Impact of choice on the objection stage.

Conflict may be expressed as discomfort.

Positive aspects of the objection stage in Asia.

Negative aspects of the objection stage in Asia.

Managing and de-escalating conflict.

Burning bridges.


6 The Creation Stage.

Optimizing the value and durability of your negotiations.

Managing people in the creation stage.

Managing the process in the creation stage.

Creative thinking exercises for negotiation teams.

Innovative negotiation rules for the creation stage.

Managing content in the creation stage.

Introducing new issues and exchanging concessions in the creation stage.

Knowing when to conclude the creation stage.


7 The Contracting and Follow-up Stage.

The beginning of the end.

Managing process in the contracting and follow-up stage in Asia.

Managing content in the contracting and follow-up stage in Asia.

Managing people in the contracting and follow-up stage in Asia.

8 Communication.


Receiving information.

Speaking effectively.

Two-way communication.


9 Tactics.

The Art of War.

Understanding types of tactics.

Categories of tactics.

How to choose the right tactics.

The most commonly used tactics.

Five great tactics to use in Asia.

Tactics our Asian clients wished they had used more often.

Traditional tactic categories.


10 Information.

Knowledge management.

Knowing what you don’t know.

Testing assumptions and agreeing what you know.

Learning from experience: Post-negotiation meeting audit.

Maintaining team confidentiality.

Sample term sheets.


11 People.

Understanding oneself.

Understanding other stakeholders.

Understanding people’s underlying motivations.

Links between motivational orientations and negotiation.

Orientation and needs.

Maintaining self-control.

Teams in negotiations.


12 Situation.


The view from on high: Process observer.

The view from below: Telescopic analysis.

Managing negotiation meetings.

Process options available to negotiators.

Tools and technologies for meetings.




13 Conclusion.

The solution is in the dialogue.

To have or to be.

Appendix 1: Your Negotiation Toolkit.

Appendix 2: Sample Negotiation Situations.


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Author Information

Peter Nixon is one of Asia’s leading negotiation consultants. Peter has assisted negotiations in Hong Kong, Taiwan, China, Korea, Japan, India, Singapore, Thailand and the Philippines. His client work has also taken him repeatedly to the UK, Europe, USA, Canada, the Caribbean and Dubai. Born and educated in Montreal, Peter gained international experience auditing multinational companies with PwC legacy firm Coopers & Lybrand in Montreal, Geneva and Hong Kong. In 1994 Peter launched Potential Ltd., and since that time his clients have included globally recognized private and public sector organizations in most industries, especially financial and professional services. Peter reminds his clients that “The Solution is in the Dialogue.” Clients also retain his services for sales strategy and leadership development. Peter is married and the father of three children. He lives in Hong Kong and Canada.
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“This is must-read book for anyone doing business in Asia. Not only does it present the reader with the essential background and rationale for negotiation behavior, but the author is able to drive the point home with hundreds of invaluable examples drawn from his extensive experience. The book is easy to read, easy to understand, and the principles are easy to apply. This is an authoritative work and one that can, and should, be consulted time and time again as one engages in virtually any type of negotiation.”—Prof. R. Stuart-Kotze, Chairman, Behavioural Science Systems Ltd.
“This is an excellent book for anyone who wants to know what it takes to be a good negotiator in Asia. It takes you through the stages of negotiation and provides the tactics and toolkit to master negotiation in Asia.”—Sandra Miao, Director, Global Markets KPMG, Taiwan

“Even the simplest negotiations are fraught with difficulty especially so when faced with cultural differences. Peter Nixon’s informative guide steers us through this minefield and for even the most experienced, provides many fascinating insights and practical solutions. An invaluable reference for any negotiator.”—Roddy Buchanan, Head of Ansbacher Wealth, Ansbacher & Co. Limited

“This book gives practical solutions to challenges and dilemmas encountered in the business arena, social scene and cross-cultural environment. I am sure this comprehensive negotiation toolkit will be very useful to people at all levels in different disciplines, particularly for those eyeing the markets of Asia.”—Loretta Ho, Executive Director, HKR International Ltd.

“Peter is a well-known trainer and in this book, he explores the subtleties of working in Asia where from a Western viewpoint, things are simply different. His views are well supported with examples in the text and a comprehensive appendix of useful negotiation tools.”—Ian Longbon, Manager Internal Audit, John Swire and Sons (Hong Kong) Ltd.

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