{"product_id":"negotiation-mastering-business-in-asia-isbn-9780470821718","title":"Negotiation Mastering Business in Asia","description":"The book consolidates the practical tips and concepts that shaped the authors work with organizations and individuals around the world. It is written to allow people to benefit from what hitherto was only available to some of the wealthiest organizations. The ideas presented in this book will help the reader better conduct dialogue with themselves and others leading to optimal outcomes for all. Written for the mass market, this book is a must-read for CEO's and senior staff. It reinvigorates the trainer's approach to interactions with people on all spectrums within the negotiation.  About the series.  \u003cp\u003ePreface.\u003c\/p\u003e \u003cp\u003eAcknowledgments.\u003c\/p\u003e \u003cp\u003e\u003cb\u003e1 Negotiating in Asia: Introduction.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat do we mean by “Asia”?\u003c\/p\u003e \u003cp\u003eWhy negotiating in Asia is harder than in other markets.\u003c\/p\u003e \u003cp\u003eConclusion.\u003c\/p\u003e \u003cp\u003e\u003cb\u003e2 Successful Negotiators and the Stages of Negotiation.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eSuccessful negotiators.\u003c\/p\u003e \u003cp\u003eThe stages of negotiation.\u003c\/p\u003e \u003cp\u003eConclusion.\u003c\/p\u003e \u003cp\u003e\u003cb\u003e3 The Preparation Stage.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePreparing to negotiate in Asia.\u003c\/p\u003e \u003cp\u003ePreparing the people.\u003c\/p\u003e \u003cp\u003ePreparing the content.\u003c\/p\u003e \u003cp\u003ePreparing the process.\u003c\/p\u003e \u003cp\u003eConclusion.\u003c\/p\u003e \u003cp\u003e\u003cb\u003e4 The Introduction Stage.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eGet off to a good start.\u003c\/p\u003e \u003cp\u003eMinimum requirements for the introduction stage.\u003c\/p\u003e \u003cp\u003eRecommended agenda to start your negotiations.\u003c\/p\u003e \u003cp\u003eImportant considerations about introducing the people.\u003c\/p\u003e \u003cp\u003eImportant considerations about introducing the process.\u003c\/p\u003e \u003cp\u003eImportant considerations about introducing the content.\u003c\/p\u003e \u003cp\u003eConclusion.\u003c\/p\u003e \u003cp\u003e\u003cb\u003e5 The Objection Stage.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eConflict continuum: What to look for in Asia.\u003c\/p\u003e \u003cp\u003eDiagnosing the sources of objection and conflict.\u003c\/p\u003e \u003cp\u003eImpact of choice on the objection stage.\u003c\/p\u003e \u003cp\u003eConflict may be expressed as discomfort.\u003c\/p\u003e \u003cp\u003ePositive aspects of the objection stage in Asia.\u003c\/p\u003e \u003cp\u003eNegative aspects of the objection stage in Asia.\u003c\/p\u003e \u003cp\u003eManaging and de-escalating conflict.\u003c\/p\u003e \u003cp\u003eBurning bridges.\u003c\/p\u003e \u003cp\u003eConclusion.\u003c\/p\u003e \u003cp\u003e\u003cb\u003e6 The Creation Stage.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eOptimizing the value and durability of your negotiations.\u003c\/p\u003e \u003cp\u003eManaging people in the creation stage.\u003c\/p\u003e \u003cp\u003eManaging the process in the creation stage.\u003c\/p\u003e \u003cp\u003eCreative thinking exercises for negotiation teams.\u003c\/p\u003e \u003cp\u003eInnovative negotiation rules for the creation stage.\u003c\/p\u003e \u003cp\u003eManaging content in the creation stage.\u003c\/p\u003e \u003cp\u003eIntroducing new issues and exchanging concessions in the creation stage.\u003c\/p\u003e \u003cp\u003eKnowing when to conclude the creation stage.\u003c\/p\u003e \u003cp\u003eConclusion.\u003c\/p\u003e \u003cp\u003e\u003cb\u003e7 The Contracting and Follow-up Stage.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe beginning of the end.\u003c\/p\u003e \u003cp\u003eManaging process in the contracting and follow-up stage in Asia.\u003c\/p\u003e \u003cp\u003eManaging content in the contracting and follow-up stage in Asia.\u003c\/p\u003e \u003cp\u003eManaging people in the contracting and follow-up stage in Asia.\u003c\/p\u003e \u003cp\u003e\u003cb\u003e8 Communication.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIntroduction.\u003c\/p\u003e \u003cp\u003eReceiving information.\u003c\/p\u003e \u003cp\u003eSpeaking effectively.\u003c\/p\u003e \u003cp\u003eTwo-way communication.\u003c\/p\u003e \u003cp\u003eConclusion.\u003c\/p\u003e \u003cp\u003e\u003cb\u003e9 Tactics.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003ci\u003eThe Art of War.\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eUnderstanding types of tactics.\u003c\/p\u003e \u003cp\u003eCategories of tactics.\u003c\/p\u003e \u003cp\u003eHow to choose the right tactics.\u003c\/p\u003e \u003cp\u003eThe most commonly used tactics.\u003c\/p\u003e \u003cp\u003eFive great tactics to use in Asia.\u003c\/p\u003e \u003cp\u003eTactics our Asian clients wished they had used more often.\u003c\/p\u003e \u003cp\u003eTraditional tactic categories.\u003c\/p\u003e \u003cp\u003eConclusion.\u003c\/p\u003e \u003cp\u003e\u003cb\u003e10 Information.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eKnowledge management.\u003c\/p\u003e \u003cp\u003eKnowing what you don’t know.\u003c\/p\u003e \u003cp\u003eTesting assumptions and agreeing what you know.\u003c\/p\u003e \u003cp\u003eLearning from experience: Post-negotiation meeting audit.\u003c\/p\u003e \u003cp\u003eMaintaining team confidentiality.\u003c\/p\u003e \u003cp\u003eSample term sheets.\u003c\/p\u003e \u003cp\u003eConclusion.\u003c\/p\u003e \u003cp\u003e\u003cb\u003e11 People.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eUnderstanding oneself.\u003c\/p\u003e \u003cp\u003eUnderstanding other stakeholders.\u003c\/p\u003e \u003cp\u003eUnderstanding people’s underlying motivations.\u003c\/p\u003e \u003cp\u003eLinks between motivational orientations and negotiation.\u003c\/p\u003e \u003cp\u003eOrientation and needs.\u003c\/p\u003e \u003cp\u003eMaintaining self-control.\u003c\/p\u003e \u003cp\u003eTeams in negotiations.\u003c\/p\u003e \u003cp\u003eConclusion.\u003c\/p\u003e \u003cp\u003e\u003cb\u003e12 Situation.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIntroduction.\u003c\/p\u003e \u003cp\u003eThe view from on high: Process observer.\u003c\/p\u003e \u003cp\u003eThe view from below: Telescopic analysis.\u003c\/p\u003e \u003cp\u003eManaging negotiation meetings.\u003c\/p\u003e \u003cp\u003eProcess options available to negotiators.\u003c\/p\u003e \u003cp\u003eTools and technologies for meetings.\u003c\/p\u003e \u003cp\u003eCulture.\u003c\/p\u003e \u003cp\u003ePolitics.\u003c\/p\u003e \u003cp\u003eConclusion.\u003c\/p\u003e \u003cp\u003e\u003cb\u003e13 Conclusion.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe solution is in the dialogue.\u003c\/p\u003e \u003cp\u003eTo have or to be.\u003c\/p\u003e \u003cp\u003eAppendix 1: Your Negotiation Toolkit.\u003c\/p\u003e \u003cp\u003eAppendix 2: Sample Negotiation Situations.\u003c\/p\u003e \u003cp\u003eIndex.\u003c\/p\u003e \u003cb\u003ePeter Nixon\u003c\/b\u003e is one of Asia’s leading negotiation consultants. Peter has assisted negotiations in Hong Kong, Taiwan, China, Korea, Japan, India, Singapore, Thailand and the Philippines. His client work has also taken him repeatedly to the UK, Europe, USA, Canada, the Caribbean and Dubai. Born and educated in Montreal, Peter gained international experience auditing multinational companies with PwC legacy firm Coopers \u0026amp; Lybrand in Montreal, Geneva and Hong Kong. In 1994 Peter launched Potential Ltd., and since that time his clients have included globally recognized private and public sector organizations in most industries, especially financial and professional services. Peter reminds his clients that “The Solution is in the Dialogue.” Clients also retain his services for sales strategy and leadership development. Peter is married and the father of three children. He lives in Hong Kong and Canada.  Business in the 21st century is focused on Asia more than ever before. The emergence of China and India, combined with the powerful base laid down in the rest of Asia, means that business people everywhere are having to negotiate deals with the world’s best negotiators – the traders of Asia.\u003cbr\u003e Peter Nixon has spent over a decade studying and working with individuals and organizations from across Asia and around the world to uncover the attributes of successful negotiators. The result is the first negotiation model developed in Asia and based on successful Asian negotiators. The first half of the book identifies the attributes of these outstanding negotiators and give practical advice on how to emulate the. The second half provides tips for improving your own negotiation strategies in order to get what you want at each stage of negotiation.  \u003cp\u003eEach chapter includes references to related texts, ranging from sociology and psychology to business and conflict management.\u003c\/p\u003e \u003cp\u003eThe advice contained in this book has been applied in hundreds of negotiation scenarios by some of the world’s leading organizations. Refined through close consultation with senior executives from across Asia, the book also provides templates, questionnaires, and other tools to help you in your own negotiation situation.\u003c\/p\u003e \u003cp\u003eWhether you wish to negotiate better outcomes for yourself personally or professionally, you will benefit from the tactics, tips, and suggestions outlined in this book.\u003c\/p\u003e  “This is must-read book for anyone doing business in Asia. Not only does it present the reader with the essential background and rationale for negotiation behavior, but the author is able to drive the point home with hundreds of invaluable examples drawn from his extensive experience. The book is easy to read, easy to understand, and the principles are easy to apply. This is an authoritative work and one that can, and should, be consulted time and time again as one engages in virtually any type of negotiation.”—Prof. R. Stuart-Kotze, Chairman, Behavioural Science Systems Ltd.  \u003cp\u003e“This is an excellent book for anyone who wants to know what it takes to be a good negotiator in Asia. It takes you through the stages of negotiation and provides the tactics and toolkit to master negotiation in Asia.”—Sandra Miao, Director, Global Markets KPMG, Taiwan.\u003c\/p\u003e \u003cp\u003e“Even the simplest negotiations are fraught with difficulty especially so when faced with cultural differences. Peter Nixon’s informative guide steers us through this minefield and for even the most experienced, provides many fascinating insights and practical solutions. An invaluable reference for any negotiator.”—Roddy Buchanan, Head of Ansbacher Wealth, Ansbacher \u0026amp; Co. Limited\u003c\/p\u003e \u003cp\u003e“This book gives practical solutions to challenges and dilemmas encountered in the business arena, social scene and cross-cultural environment. I am sure this comprehensive negotiation toolkit will be very useful to people at all levels in different disciplines, particularly for those eyeing the markets of Asia.”—Loretta Ho, Executive Director, HKR International Ltd.\u003c\/p\u003e \u003cp\u003e“Peter is a well-known trainer and in this book, he explores the subtleties of working in Asia where from a Western viewpoint, things are simply different. His views are well supported with examples in the text and a comprehensive appendix of useful negotiation tools.”—Ian Longbon, Manager Internal Audit, John Swire and Sons (Hong Kong) Ltd.\u003c\/p\u003e  “This is must-read book for anyone doing business in Asia. Not only does it present the reader with the essential background and rationale for negotiation behavior, but the author is able to drive the point home with hundreds of invaluable examples drawn from his extensive experience. The book is easy to read, easy to understand, and the principles are easy to apply. This is an authoritative work and one that can, and should, be consulted time and time again as one engages in virtually any type of negotiation.”—Prof. R. Stuart-Kotze, Chairman, Behavioural Science Systems Ltd.\u003cbr\u003e “This is an excellent book for anyone who wants to know what it takes to be a good negotiator in Asia. It takes you through the stages of negotiation and provides the tactics and toolkit to master negotiation in Asia.”—Sandra Miao, Director, Global Markets KPMG, Taiwan  \u003cp\u003e“Even the simplest negotiations are fraught with difficulty especially so when faced with cultural differences. Peter Nixon’s informative guide steers us through this minefield and for even the most experienced, provides many fascinating insights and practical solutions. An invaluable reference for any negotiator.”—Roddy Buchanan, Head of Ansbacher Wealth, Ansbacher \u0026amp; Co. Limited\u003c\/p\u003e \u003cp\u003e“This book gives practical solutions to challenges and dilemmas encountered in the business arena, social scene and cross-cultural environment. I am sure this comprehensive negotiation toolkit will be very useful to people at all levels in different disciplines, particularly for those eyeing the markets of Asia.”—Loretta Ho, Executive Director, HKR International Ltd.\u003c\/p\u003e \u003cp\u003e“Peter is a well-known trainer and in this book, he explores the subtleties of working in Asia where from a Western viewpoint, things are simply different. His views are well supported with examples in the text and a comprehensive appendix of useful negotiation tools.”—Ian Longbon, Manager Internal Audit, John Swire and Sons (Hong Kong) Ltd.\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47989679522021,"sku":"NP9780470821718","price":24.95,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9780470821718.jpg?v=1761785076","url":"https:\/\/k12savings.com\/products\/negotiation-mastering-business-in-asia-isbn-9780470821718","provider":"K12savings","version":"1.0","type":"link"}