Lee Cheng Tan & Tai Wei Lim 
EAST ASIAN NEGOTIATOR, THE 

While many (East) Asians are becoming more confident in their own culture and ways of doing things, at the same time, they are open to the melding of east-west ways. Because of this form of cultural hybridization, it is useful to include the authors’ multidisciplinary area studies training which decodes some of the cultural symbols and contextual language used in Asian negotiations. They do so keenly with globalization’s impact in mind. Due to globalization, western styles of negotiations have constantly engaged closely with negotiations styles in Asia (including East Asia) and the cross-pollination of ideas between the two have resulted in hybridized negotiations styles in the contemporary setting.

Distilled practitioner knowledge will be combined with literature review and theoretical readings to share with readers the intricacies as well as theoretician’s conceptualizations of East Asian negotiation styles. The book is written from the sub-discipline of cross-cultural negotiating styles, adopting some sociological/anthropological perspectives, anecdotes and concepts to discuss this subject matter.

This volume hopes to fill in the gap between theoretical and applied knowledge through the use of theoretical concepts that readers from the West and other English-language textbook readers are familiar with, while supplementing the concepts with practitioner-oriented case studies drawn from actual experiences. This prevents the publication from becoming a theory-heavy text.

Contents:

• Introduction


• Theoretical Matter on Negotiations


• The Chinese Negotiator


• The Indonesian Negotiator


• The Japanese Negotiator


• The Korean Negotiator


• The Malaysian Negotiator


• The Filipino Negotiator


• The Singaporean Negotiator


• The Thai Negotiator


• The Vietnamese Negotiator


• Conclusion

Readership: Academics, researchers, post graduates and business schools specializing in negotiation and negotation strategies, with special focus on Asia.

Key Features:

• There is a gap between what is written in the literature and the actual experiences at negotiation tables in Asia


• This volume hopes to fill in the gap through the use of theoretical concepts that are familiar with readers from the West and other English-language textbook readers while supplementing them with practitioner-oriented case studies drawn from actual experiences


• This prevents the publication from becoming a theory-heavy text. It is also in line with the fact that the author is teaching in an applied social sciences university’s business school