Negotiation Mastering Business in Asia - Softcover

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Peter Nixon 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 & 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.

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“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.

“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.

“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 & Co. Limited

“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.

“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.

Aus dem Klappentext

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.
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.

Each chapter includes references to related texts, ranging from sociology and psychology to business and conflict management.

The 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.

Whether you wish to negotiate better outcomes for yourself personally or professionally, you will benefit from the tactics, tips, and suggestions outlined in this book.