The_Essential_Manager_s_Handbook

440 / DEVELOPING YOUR TECHNIQUE

Negotiating in Asia

Succeeding in any international

negotiation means taking the time to

understand the complex negotiating

environment, being sufficiently flexible to

be able to change your ways of working if

necessary, and learning to work within

different governmental bureaucracies.

The overall cultural and business

landscape in Asia is especially unfamiliar

to Western organizations. With the

region’s rapid rise in economic

prominence, however, every manager

needs to be aware of how it differs.

The Asian style

of negotiation

RELATIONSHIPS (“GUANXI”)

TRUST FROM THE HEART

FAIRNESS

FACE

LEGALISM

DECISIONS

EMOTIONS

BE PATIENT

Indian negotiators are

more concerned with

getting good

outcomes than with

the efficiency of the

negotiation process,

and may negotiate for

weeks or even months

to get the best deal.

Never put pressure on

your counterpart to

reach agreement

more quickly or you

may lose the deal.

Tip

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