Negotiating Successfully in Asia

• Main Author: BENOLIEL, Michael
• Format: text
• Language: English
• Published: Institutional Knowledge at Singapore Management University 2013
• Subjects: Negotiation; Culture; Multicultural Negotiation; Asia; Asian Studies; Organizational Behavior and Theory
• Online Access: https://ink.library.smu.edu.sg/lkcsb_research/3538; https://ink.library.smu.edu.sg/context/lkcsb_research/article/4537/viewcontent/BenolielEJSS1_NegotiatingSuccessfullyinAsia.pdf
• Institution: Singapore Management University

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.