Negotiating styles differ dramatically across the world due to differing levels of development in the market, sophistication of the parties involved, as well as the type of people involved (i.e. entrepreneur/business owners tend to have styles and views that are very different from managers in multinational firms or financial institutions). Cultural differences also play a major role in what negotiations tactics to employ and their ultimate chance for success. For example, while a direct, relentless style of negotiation can work well in India, it will quickly become counterproductive in Indonesia and Thailand. Whereas Chinese value relationships or “face” value and will often believe that there is an ulterior motive to your requests. We provide expertise in Asian negotiating styles through extensive preparation for the actual negotiation sessions and the flexibility to either lead the negotiations on your behalf of work behind the scenes.
