Negotiating Successfully in Asia

Michael Benoliel ()
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Michael Benoliel: Singapore Management University, Singapore

Eurasian Journal of Social Sciences, 2013, vol. 1, issue 1, 1-18

Abstract: Cross-cultural negotiations are complex, challenging, and difficult to navigate because much of the Asian culture is unstated, implicit, and internalized in subtle behavioral 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.

Keywords: Negotiation; Culture; Multicultural Negotiation; Asia (search for similar items in EconPapers)
Date: 2013
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