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Mastering business in Asia: negotiation

Author: Nixon, Peter Series: Mastering business in Asia: strategies, skills, solutions Publisher: Wiley, 2005.Language: EnglishDescription: 285 p. ; 22 cm.ISBN: 047082171XType of document: BookBibliography/Index: Includes index
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Item type Current location Collection Call number Status Date due Barcode Item holds
Book Asia Campus
Main Collection
Print HD6952 .N59 2005
(Browse shelf)
Available 900170550
Book Europe Campus
Main Collection
Print HD6952 .N59 2005
(Browse shelf)
Available 001179252
Total holds: 0

Includes index


Mastering business in Asia: negotiation About the series Preface Acknowledgments Negotiating in Asia: Introduction What do we mean by "Asia"? Why negotiating in Asia is harder than in other markets Conclusion Successful Negotiators and the Stages of Negotiation Successful negotiators The stages of negotiation Conclusion The Preparation Stage Preparing to negotiate in Asia Preparing the people Preparing the content Preparing the process Conclusion 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 Conclusion xi xiii xv 1 2 3 19 21 22 30 38 41 42 44 49 63 67 69 70 71 72 73 74 77 78 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 Burning bridges Conclusion 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 Conclusion 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 115 116 116 119 122 8 Communication Introduction Receiving information Speaking effectively Two-way communication Conclusion 9 Tactics 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 Conclusion 10 Information Knowledge management 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 Conclusion 11 People Understanding oneself Understanding other stakeholders Understanding people's underlying motivations Links between motivational orientations and negotiation Orientation and needs Maintaining self-control Teams in negotiations Conclusion 12 Situation Introduction 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 Culture Politics Conclusion 13 Conclusion The solution is in the dialogue To have or to be Appendix 1: Your Negotiation Toolkit Appendix 2: Sample Negotiation Situations Index

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