000			02919nam a22003735i 4500
999			_c11133 _d11133
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003			ES-VaUE
005			20210629182932.0
006			a||||fo|||| 00| 0
007			cr nn 008mamaa
008			200928s2020 gw | s |||| 0|eng d
020			_a9783030486556
040			_dUNAV _bspa _cUEV
050			_aHD58.6 _b.L69 2020 EB
082	0	4	_a381 _223
100	1		_aLow, Kim Cheng Patrick
245	1	0	_aSuccessfully Negotiating in Asia : _b36 Success Pathways to Arguing Well and Dealing with Various Negotiator Types _cby Kim Cheng Patrick Low
250			_a2nd ed
260			_aCham _bSpringer International Publishing _c2020
300			_a1 recurso en línea (XV, 400 p.)
336			_2rdacontent _aTexto (visual) _btxt
337			_2rdamedia _aelectrónico _bc
338			_2rdacarrier _arecurso electrónico _bcr
490	0		_aSpringer eBooks
490	0		_aManagement for Professionals
505	0		_aWhat Is Negotiation? -- Negotiation, the Relationship Way -- Preparation and Planning -- Process Versus Content -- Some Sure-Fire Negotiation Techniques and Tactics -- Chinese Strategies and Tactical Ways -- Japanese Strategies and Tactical Ways -- Indian Negotiation Strategies and Tactical Ways -- Negotiation and the Martial Arts, Mastering the Art of Effective Persuasion: The Asian Perspective -- Deadlock Breaking and Concession Making -- Negotiating With the Various Types of Negotiators -- How to Persuade Others to Your Side. Or the Many Ways in Which the Leader/Manager Can Influence His or Her People -- How to Argue Well -- The Ps: The Pathway to Negotiation Success -- Epilogue. .
520			_aSuccessful negotiation requires understanding your counterpart's culture, their feelings, habits and values. When planning to do business with suppliers and other partners in Asia, thorough preparation is essential in order to avoid misunderstandings, confrontations and disappointments, and to ensure the mutually desired success. This book offers a comprehensive guide to communication, argumentation, and negotiation by demonstrating success pathways with a focus on specific types of negotiator or negotiation partner from the different regions of the Asian continent. Readers will learn to negotiate the Chinese, the Indian and the Japanese way, and come to understand how Asians approach negotiations. Written by a truly international author, both academic and practitioner, with extensive experience in both Eastern and Western cultures, this book offers a valuable resource for anyone who relies on successfully negotiating with Asian partners. .
538			_aForma de acceso: World Wide Web
650		0	_9512104 _aBusiness
710	2		_aSpringerLink
856	4	0	_uhttps://go.openathens.net/redirector/universidadeuropea.es?url=http://doi.org/10.1007/978-3-030-48655-6 _zAcceso a este recurso digital (usuarios Universidad Europea de Valencia)
942			_2lcc _cLE
998			_db