Successfully Negotiating in Asia

Cover......Page 1
Front-matter......Page 2
Successfully Negotiating in Asia......Page 3
Springer-Verlag Berlin Heidelberg 2010......Page 4
Preface......Page 6
Acknowledgements......Page 8
Contents......Page 11
About the Author......Page 15
Introduction......Page 17
Successful Negotiation......Page 18
Skilled Negotiators Seek To Build Common Ground......Page 19
Knowing Yourself......Page 20
Knowing the OP´s Needs......Page 21
Even If We Win......Page 23
Setting a Pleasant and Cooperative Atmosphere......Page 24
Checkpoint......Page 25
References......Page 26
Prenegotiation Stage......Page 27
Essential Prenegotiation Country Study......Page 30
Prenegotiation Checklist......Page 42
Postnegotiation Stage......Page 43
More Lessons for Business Negotiations Based on Our Relationships with Our Spouse......Page 44
Building Bridges......Page 46
Using the OP´s Network to Influence the OP......Page 47
Managing Your Body Language To Relate Well with Your OP......Page 48
Showing Our Integrity and Building the OP´s Trust in Us......Page 49
Relating and Writing Persuasively To Influence the OP......Page 50
Checkpoint......Page 51
References......Page 53
Set Your Goals......Page 55
Decide Who Is To Negotiate......Page 56
Prepare Your Appearance, Dress and Manners......Page 58
Plan Time/Timing for the Negotiation......Page 59
Prepare in Advance for the Negotiation Place/Environment......Page 60
Prepare for the Words To Be Used......Page 63
Decide on the Channels of Communication......Page 65
Set the Agenda......Page 67
Preparing for Negotiating with Someone from Another Culture......Page 68
Special Mention of Indonesia: Capitalising on ``Flexibility´´......Page 69
To Be Persuasive, One Needs to Be Better Prepared......Page 71
The Effective Negotiator´s Planning Essentials, Sun Tzu´s Way......Page 72
Checkpoint......Page 77
References......Page 131
Webpages......Page 81
The Process of Negotiation......Page 82
Skilled Negotiators Ask More Questions Than Unskilled Negotiators......Page 83
Apply the Power of Questions......Page 85
Apply the Pause Button......Page 87
Apply Listening......Page 88
Apply the Psychological Process when Dealing with the OP´s Objections......Page 89
The Content of the Negotiation......Page 90
Checkpoint......Page 91
References......Page 92
Negotiation Techniques and Tactics......Page 93
The Dangers of Verbal Agreements......Page 106
Checkpoint......Page 107
Fu Lu Shou (Wealth, Prosperity and Longevity)......Page 109
The Fu Lu Shou Negotiation Thinking......Page 110
Tai Chi and Negotiation......Page 111
The Tai Chi Negotiator......Page 112
The 36 Stratagems of Ancient China......Page 116
Sworn Brothers......Page 124
Liu Bei´s Soft Style......Page 125
Softness Is Not Powerlessness......Page 127
Opening Moves......Page 128
Beware of Unethical Negotiation Ways......Page 129
Checkpoint......Page 130
Who Were the Samurai?......Page 134
Controlling Oneself......Page 135
Adopting Style Flexibility......Page 136
Understanding Aikido......Page 137
 ``Centring´´: Being Detached and Practising Non-attachment......Page 138
Being Prepared and Adopting Ma-ai (Choosing the Appropriate Distance)......Page 139
Taking the Hit as a Gift......Page 140
Tapping Energy (Ki) from Softness......Page 141
Respecting the OP......Page 142
Growing Power......Page 143
References......Page 144
The Indian Kathakali Dance and Negotiation......Page 146
Applying Rationality......Page 147
Integrity Is Valued......Page 148
The Hindu Trinity......Page 149
The Brahmanic Negotiator......Page 150
The Vishnu Negotiator......Page 151
The Shiva Negotiator......Page 152
Hanuman and Negotiation......Page 153
Bhagavad Gita and the Art of Negotiation......Page 154
Some Practical Tips......Page 156
Checkpoint......Page 157
References......Page 158
Similarities of Martial Arts and Successful Negotiation Ways......Page 159
Checkpoint......Page 171
References......Page 172
Web-sites......Page 173
How To Break a Deadlock?......Page 174
RE-SCREAM......Page 177
Concession-Making Principles......Page 178
Checkpoint......Page 180
References......Page 182
The Golden Rule......Page 183
You Don´t Have To Be Disagreeable To Disagree......Page 184
Develop a Partnership......Page 185
Checkpoint......Page 186
Index......Page 188