Successfully Negotiating in Asia (eBook)

Chapter 1: What Is Negotiation? 17
Introduction 17
Definition of Negotiation 18
Successful Negotiation 18
Skilled Negotiators Seek To Build Common Ground 19
Knowing Yourself 20
Knowing Your Business Well 21
Knowing Asia Well 21
Knowing the OP´s Needs 21
Overwinning Is Bad! 23
Even If We Win 23
Making Sure That the OP Does Not Lose Face 24
Setting a Pleasant and Cooperative Atmosphere 24
Checkpoint 25
References 26
Chapter 2: Negotiation, the Relationship Way 27
Introduction 27
Prenegotiation Stage 27
Essential Prenegotiation Country Study 30
Prenegotiation Checklist 42
Postnegotiation Stage 43
More Lessons for Business Negotiations Based on Our Relationships with Our Spouse 44
Building Bridges 46
Humanising the Communication 47
Knowing, Contacting and Working with the Right People 47
Using the OP´s Network to Influence the OP 47
Managing Your Body Language To Relate Well with Your OP 48
Read the OP´s Body Language Too! 49
Showing Our Integrity and Building the OP´s Trust in Us 49
Relating and Writing Persuasively To Influence the OP 50
Checkpoint 51
Essential Prenegotiation Country Study Checklist 53
References 53
Chapter 3: Preparation and Planning 55
Introduction 55
Set Your Goals 55
Know Yourself 56
Decide Who Is To Negotiate 56
Prepare Your Appearance, Dress and Manners 58
Plan Time/Timing for the Negotiation 59
Prepare in Advance for the Negotiation Place/Environment 60
Prepare a List of Questions To Ask 63
Prepare for the Words To Be Used 63
Decide on the Channels of Communication 65
Set the Agenda 67
Preparing for Negotiating with Someone from Another Culture 68
Special Mention of Indonesia: Capitalising on ``Flexibility´´ 69
Sun Tzu, the Art of War and Negotiation 71
To Be Persuasive, One Needs to Be Better Prepared 71
The Effective Negotiator´s Planning Essentials, Sun Tzu´s Way 72
Summary and Section Conclusion 77
Checkpoint 77
References 80
Webpages 81
Chapter 4: Process Versus Content 82
The Process of Negotiation 82
Skilled Negotiators Ask More Questions Than Unskilled Negotiators 83
Apply the Power of Questions 85
How To Answer the OP´s Questions 87
Apply the Pause Button 87
Apply Positive or Cooperative Words 88
Apply Listening 88
Feel Powerful! 89
Apply the Psychological Process when Dealing with the OP´s Objections 89
Give Your OP Face and Take Notes 90
The Content of the Negotiation 90
Checkpoint 91
More Exercises and Practice 92
Checklist 92
References 92
Chapter 5: Some Sure-Fire Negotiation Techniques and Tactics 93
Introduction 93
Negotiation Techniques and Tactics 93
The Dangers of Verbal Agreements 106
Checkpoint 107
Chapter 6: Chinese Strategies and Tactical Ways 109
Introduction 109
Fu Lu Shou (Wealth, Prosperity and Longevity) 109
The Fu Lu Shou Negotiation Thinking 110
Tai Chi and Negotiation 111
The Tai Chi Negotiator 112
The 36 Stratagems of Ancient China 116
Chinese Warring Gods and Their Ways in Negotiation 124
Sworn Brothers 124
Guan Kong´s Loyal but Demanding Ways 125
Liu Bei´s Soft Style 125
Softness Is Not Powerlessness 127
Zhang Fei, God of Butchers and His Ways 128
Opening Moves 128
Beware of Unethical Negotiation Ways 129
Concluding Remarks 130
Checkpoint 130
References 131
Chapter 7: Japanese Strategies and Tactical Ways 134
Introduction 134
Negotiation, the Way of the Samurai 134
Who Were the Samurai? 134
Making a Friend of Fear 135
Applying Universal Love and Benevolence 135
Controlling Oneself 135
Being Soft 136
Adopting Style Flexibility 136
Concluding Remarks 137
Applying Aikido in Negotiations: Becoming a Better Negotiator 137
Understanding Aikido 137
``Centring´´: Being Detached and Practising Non-attachment 138
Owning the Court 139
Being Prepared and Adopting Ma-ai (Choosing the Appropriate Distance) 139
Tapping the OP´s Own Energy 140
Taking the Hit as a Gift 140
Being Aware of the OP´s Strength While Not Underestimating Him 141
Tapping Energy (Ki) from Softness 141
Respecting the OP 142
Applying Creativity 143
Growing Power 143
Checkpoint 144
References 144
Chapter 8: Indian Negotiation Strategies and Tactical Ways 146
Introduction 146
The Indian Kathakali Dance and Negotiation 146
Applying Rationality 147
Bottom-Line Matters 148
Strong Planning Prevails 148
Integrity Is Valued 148
Teamwork Is Stressed 149
The Hindu Trinity 149
The Brahmanic Negotiator 150
The Vishnu Negotiator 151
The Shiva Negotiator 152
Hanuman and Negotiation 153
Bhagavad Gita and the Art of Negotiation 154
Some Practical Tips 156
Checkpoint 157
References 158
Chapter 9: Negotiation and the Martial Arts, Mastering the Art of Effective Persuasion: The Asian Perspective 159
Introduction 159
Similarities of Martial Arts and Successful Negotiation Ways 159
Checkpoint 171
References 172
Web-sites 173
Chapter 10: Deadlock Breaking and Concession Making 174
Why Do Deadlocks Occur? 174
How To Break a Deadlock? 174
RE-SCREAM 177
Concession-Making Principles 178
Checkpoint 180
References 182
Chapter 11: Epilogue 183
Introduction 183
The Golden Rule 183
Remove ``Demand´´ from Our Vocabulary 184
You Don´t Have To Be Disagreeable To Disagree 184
Treat People with Fairness, Decency and Respect 185
Relieve Tension, Begin Conversation with Pleasantries 185
Show Personal Interest 185
Develop a Partnership 185
Checkpoint 186
: Index 188