Negotiating Successfully in Asia

• 主要作者: BENOLIEL, Michael
• 格式: text
• 語言: English
• 出版: Institutional Knowledge at Singapore Management University 2013
• 主題: Negotiation; Culture; Multicultural Negotiation; Asia; Asian Studies; Organizational Behavior and Theory
• 在線閱讀: https://ink.library.smu.edu.sg/lkcsb_research/3538; https://ink.library.smu.edu.sg/context/lkcsb_research/article/4537/viewcontent/BenolielEJSS1_NegotiatingSuccessfullyinAsia.pdf

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 pr...