Negotiation, the Relationship Way

Prof. Patrick Kim Cheng Low (patrick_low2003@yahoo.com)
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Prof. Patrick Kim Cheng Low: Universiti Brunei Darussalam

Chapter Chapter 2 in Successfully Negotiating in Asia, 2010, pp 11-38 from Springer

Abstract: Abstract In my second book, The Power of Relationships (Low Kim Cheng 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: Saudi Arabia; Country Study; Body Language; Skilled Negotiator; Negotiation Skill (search for similar items in EconPapers)
Date: 2010
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-3-642-04676-6_2

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DOI: 10.1007/978-3-642-04676-6_2

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