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Negotiators in the Far-East

After carefully reading through the articles, please answer the following questions:

1. How would you describe the personal style of the negotiators in the Far-East? Or is it a mix of styles?

2. How would you weigh the proportion of their: Verbal, Non-Verbal, and Listening attributes? Please explain your reasoning.


Solution Preview

Let's take a closer look at the questions, which you can draw on for your final response. Have you read the articles yet? If not, that is the place to start. It is helpful to jot down things as you are reading especially information that is relevant to each question, which is part of critical reading--which you can then add to this response in your final copy.


1. How would you describe the personal style of the negotiators in the Far-East? Or is it a mix of styles?

Let's consider the Asian negotiators style based on a common spectrum of negotiation that ranges from collaborative to competitive. There are some commonalties across Asian negotiators (Chinese, Korean and Japanese), but also some differences as well. The approach taken will be based on:

? The spectrum of negotiation styles: From concession to competition.
? Collaborative negotiation: Negotiating for win-win.
? Competitive negotiation: Negotiating for win-lose.
? Balanced negotiation: Walking between collaborative and competitive negotiation (Negotiation Styles,

Based on the above spectrum, the far-east negotiation style is mostly a collaborative style negotiating for win-win and based on the principles of mutual trust, friendship and negotiation, with a touch of competitive. Intercultural negotiations consist of four phases, with the first phase below given the most priority in the Far-east negotiators, including the Korean, Chinese and Japanese negotiators.

? Relationship building (non-task)
? Task related exchange of information
? Persuasion and ...

Solution Summary

In reference to the articles, this solution explores the personal style of the negotiators in the Far-East on various dimensions
i.e. proportion of verbal, non-verbal, and listening attributes. Research validated.