Negotiation Mastering Business in Asia
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.
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.
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.
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.
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.
Understanding other stakeholders.
Understanding people’s underlying motivations.
Links between motivational orientations and negotiation.
Orientation and needs.
Teams in negotiations.
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.
The solution is in the dialogue.
To have or to be.
Appendix 1: Your Negotiation Toolkit.
Appendix 2: Sample Negotiation Situations.
“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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