image: Cover for The East Asian Negotiator
Credit: World Scientific
Far from being homogenous, East Asia consists of culturally and linguistically diverse people. This means that when it comes to negotiation, there will be a broad spectrum of behaviours and attitudes regarding negotiation strategies, communication patterns as well as relationship-building and decision-making. Many East Asians are becoming more confident in their own way of doing things while remaining open to the melding of east-west ways. The East Asian Negotiator unpacks this cultural plurality in contemporaneous business setting to present an accurate profile of the typical negotiator you will meet in China, Indonesia, Japan, Korea, Malaysia, the Philippines, Singapore, Thailand and Vietnam.
Each country specific chapter discusses its own unique cultural traits, communication patterns and styles of negotiation to reflect the diversity that the region has to offer. In each chapter, the authors will discuss useful theoretical themes such as the broad business environment, culture, communication, use of distributive or integrative strategies, concession-making patterns, use of hardball tactics, role of women, use of intermediary/interpreter and conception of time. Adopting the same themes will enable the readers to have a meaningful comparison across national boundaries.
Witnessing and experiencing East–West interactions and cross-cultural negotiations as part of her legal career, Lee Cheng has deep appreciation for the plurality of negotiation styles in East Asia. Tai Wei's multidisciplinary area studies' training decodes some of the cultural symbols and contextual language used in such negotiations. Both authors hope to share their practical experiences and theoretical knowledge with trade professional audiences, business students at colleges, industry practitioners and the general reader to get a granular idea of negotiating styles in East Asia.
The East Asian Negotiator retails for US$98 / £90 (hardcover) and is also available in electronic formats. To order or know more about the book, visit http://www.worldscientific.com/worldscibooks/10.1142/13520.
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About the Authors
Ms TAN Lee Cheng practiced as a commercial disputes resolution lawyer for over 20 years and now teaches negotiation and commercial law in the Singapore University of Social Sciences (SUSS).
Dr LIM Tai Wei is Professor of Business at Soka University of Japan (SUJ), teaching subjects in the management field and business while conducting research work as well with other universities in Singapore.
About World Scientific Publishing Co.
World Scientific Publishing is a leading international independent publisher of books and journals for the scholarly, research and professional communities. World Scientific collaborates with prestigious organisations like the Nobel Foundation and US National Academies Press to bring high quality academic and professional content to researchers and academics worldwide. The company publishes about 600 books and over 170 journals in various fields annually. To find out more about World Scientific, please visit www.worldscientific.com.
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