Culture and Negotiation in the Asian Context: Key Issues inthe Marketing of Technology
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TL;DR
The characteristics of cross‐cultural negotiation in the Asian context are reviewed and an exercise in negotiation in an executive development programme in which participants were to develop a strategy of marketing a computer system to a bank is presented.
Abstract
The characteristics of cross‐cultural negotiation in the Asian context are reviewed. Findings are presented concerning an exercise in negotiation in an executive development programme in which participants were to develop a strategy of marketing a computer system to a bank. The two basic strategies of negotiation – instrumental and collaborative – are compared.