What Is Negotiation?
Negotiation is an everyday occurrence. I am always negotiating and so are you. “You have been negotiating ever since you were old enough to disagree with your parents about whether or not you should eat your cabbage. We all negotiate every day, with our w
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Kim Cheng Patrick Low
Successfully Negotiating in Asia 36 Success Pathways to Arguing Well and Dealing with Various Negotiator Types
Management for Professionals
The Springer series Management for Professionals comprises high-level business and management books for executives. The authors are experienced business professionals and renowned professors who combine scientific background, best practice, and entrepreneurial vision to provide powerful insights into how to achieve business excellence. More information about this series at http://www.springer.com/series/10101
Kim Cheng Patrick Low
Successfully Negotiating in Asia 36 Success Pathways to Arguing Well and Dealing with Various Negotiator Types Second Edition
Kim Cheng Patrick Low Graduate School of Business University of the South Pacific Suva, Fiji
ISSN 2192-8096 ISSN 2192-810X (electronic) Management for Professionals ISBN 978-3-030-48654-9 ISBN 978-3-030-48655-6 (eBook) https://doi.org/10.1007/978-3-030-48655-6 Originally published by Springer-Verlag Berlin Heidelberg © Springer Nature Switzerland AG 2010, 2020 This work is subject to copyright. All rights are reserved by the Publisher, whether the whole or part of the material is concerned, specifically the rights of translation, reprinting, reuse of illustrations, recitation, broadcasting, reproduction on microfilms or in any other physical way, and transmission or information storage and retrieval, electronic adaptation, computer software, or by similar or dissimilar methodology now known or hereafter developed. The use of general descriptive names, registered names, trademarks, service marks, etc. in this publication does not imply, even in the absence of a specific statement, that such names are exempt from the relevant protective laws and regulations and therefore free for general use. The publisher, the authors, and the editors are safe to assume that the advice and information in this book are believed to be true and accurate at the date of publication. Neither the publisher nor the authors or the editors give a warranty, expressed or implied, with respect to the material contained herein or for any errors or omissions that may have been made. The publisher remains neutral with regard to jurisdictional claims in published maps and institutional affiliations. This Springer imprint is published by the registered company Springer Nature Switzerland AG. The registered company address is: Gewerbestrasse 11, 6330 Cham, Switzerland
Preface
Do you negotiate as part and parcel of your day-to-day business? If so, you probably know and do the basics, yet may somehow feel that you need to develop that little extra to give or help you grow that edge. Whether you are a banker, a baker, a barber or a businessperson, negotiation is such a critical leadership and managerial building skill in which we should keep improving upon. Leaders need to also up their influence to lead their followers, get things done and achieve excellent results. Not only is this critical negotiation skill useful when it
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