Negotiation Mastering Business in Asia
The book consolidates the practical tips and concepts that shaped the authors work with organizations and individuals around the world. It is written to allow people to benefit from what hitherto was only available to some of the wealthiest organizations. The ideas presented in this book will help the reader better conduct dialogue with themselves and others leading to optimal outcomes for all. Written for the mass market, this book is a must-read for CEO's and senior staff. It reinvigorates the trainer's approach to interactions with people on all spectrums within the negotiation.
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agenda agreed agreement Asian aspiration point Authorized to negotiate behavior Best Case Worst better body language Chapter client common ground concessions conflict Confucian consider contracting and follow-up counter-party counter-tactics create creation stage creative culture deadlines deal dialect dialogue discussion effectively ensure Erich Fromm example experience facilitate feedback flipcharts focus follow-up stage Fromm Guangdong HERB COHEN ideas identify important introduction stage involved Issues and Range listen MA-MA manage mind map negotiation meetings negotiation preparation negotiation team negotiators in Asia objection stage options organizations outcome party party’s people’s person Peter Nixon position problem Range Analysis Worksheet rationale-oriented recognize recommend related ranges relationship results-oriented share side situation solution someone stages of negotiation stakeholders strategy style Successful negotiators know Sun Tzu suppliers Table tactics talk team members tell things underlying motivations understand Worst Case Best