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.
Negotiation, Culture, Multicultural Negotiation, Asia
Asian Studies | Organizational Behavior and Theory
Organisational Behaviour and Human Resources
Eurasian Journal of Social Sciences
Negotiating Successfully in Asia. (2013). Eurasian Journal of Social Sciences. 1, (1), 1-18. Research Collection Lee Kong Chian School Of Business.
Available at: http://ink.library.smu.edu.sg/lkcsb_research/3538
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