Negotiation
By: Peter Nixon
Series: Mastering business in Asia
Publisher: Wiley
Published: 2005
Place of publication: Singapore; Hoboken, NJ
Language: eng
Number of pages: 285
Subjects: Negotiation in business -- Asia; Conflict management -- Asia
Description: "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 this book identifies the attributes of these outstanding negotiators and gives practical advice on how to emulate them. The second half provides tips for improving your own negotiation strategies in order to get what you want at each stage of a negotiation."--BOOK JACKET.
Notes: Includes index
Table of contents: title: 1. Negotiating in Asia: introduction; title: 2. Successful negotiators and the stages of negotiation; title: 3. The preparation stage; title: 4. The introduction stage; title: 5. The objection stage; title: 6. The creation stage; title: 7. The contracting and follow-up stage; title: 8. Communication; title: 9. Tactics; title: 10. Information; title: 11. People; title: 12. Situation; title: 13. Conclusion