Publication Type

Journal Article

Version

publishedVersion

Publication Date

1-2013

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

Discipline

Asian Studies | Organizational Behavior and Theory

Research Areas

Organisational Behaviour and Human Resources

Publication

Eurasian Journal of Social Sciences

Volume

1

Issue

1

First Page

1

Last Page

18

ISSN

2148-0214

Publisher

Eurasian Publications

Additional URL

https://doaj.org/toc/2148-0214/1/1

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