Mastering Business in Asia: Negotiation

MASTERING BUSINESS IN ASIA: NEGOTIATION by Peter Nixon, John Wiley, 2005

In the global village we work in today, many of us deal with subsidiaries, partners, suppliers and customers throughout Asia. Yet many of us know little about Asia.

This is a book about negotiation rather

The main message of the book is that the solution is always in dialogue. Differences with the West are described in terms of:

* People: relationships (families and networks) are more important than contracts; groups are more important than individuals; gender, age and hierarchy matter.

* Process: bargaining and variable pricing; financial risks, security risks and health risks; Asians fear of making mistakes (there is little performance management and even one mistake can cost a career, family loyalty, significant financial incentives); feedback (giving respect and saving face); and the wide variety of legal, financial and governance frameworks.

* Content: conflict avoidance (you can't openly discuss problems); variable pricing (negotiation, dialogue); volume and margins; corruption and multiple currencies.

Much of the book covers the stages in the negotiation process: introduction, objection, creating, contracting and follow-up. It also provides detailed howto guidelines with templates, lists and diagrams that appear to apply to negotiations everywhere, not just in Asia.

The rest of the book covers key aspects such as: communication; how to use tactics; how to control and manage information; people's motivation and behavior; and managing specific situations and meetings.

The communication chapter covers countless aspects of face-to-face communication and much of this applies to communication within all cultures, not just in Asia.

Although what is covered is handled well, there are some areas that could have received greater attention. For example, there is little discussion of the differences among the various countries and cultures in Asia. And I'd have liked more on business etiquette and the use of humor, entertainment and gifts.

This book isn't going to help you manage corporate communication in Asia. But it is recommended if you have business dealings in Asia or advise those who do. The author has vast experience working, training and communicating in Asian countries. He writes well and explains things clearly.