Negotiation, the Relationship Way

Kim Cheng Patrick Low
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Kim Cheng Patrick Low: University of the South Pacific

Chapter 2 in Successfully Negotiating in Asia, 2020, pp 13-47 from Springer

Abstract: Abstract In my second book, The Power of Relationships (Low K. C. P. The power of relationships: How to boost your business and lead a happier life. Businesscr AFT™ Consultancy, Singapore, 2001), I highlighted that building relationships helps us in our negotiations. In this chapter, let me illustrate this further. Relationships can also enrich our business life by improving our negotiation skills. Besides, in Asia, business people prefer to deal with individuals they know or with whom they are familiar. For Asians, business relationships are ties based on obligations and reciprocity, and then profits.

Keywords: Dine; Indonesia; Malaysia; Rubber; Smoke (search for similar items in EconPapers)
Date: 2020
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DOI: 10.1007/978-3-030-48655-6_2

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