Negotiations with Eastern Partners: Models, Strategies, Socio-Cultural Traditions

The second edition of the monograph presents a more complete concept of negotiations with leading Eastern partners, providing an interpretation of Chinese, Japanese, South Korean, Indian, Turkish, and Arab national styles of negotiation. Eastern styles are viewed in terms of strategy, tactics, key negotiation technologies, specifics of socio-cultural traditions, and negotiation ethics. An analysis of the main Eastern negotiation models is provided: the stratagem method, or intellectual traps, and the method of traditional Eastern bargaining. A comparative analysis of Western and Eastern political negotiation cultures has been conducted. At the end of each section of the book, there is an extended practical section with tests, training, and case studies on negotiations in Eastern countries.

For negotiation specialists, politicians, business people, managers, journalists, as well as university students studying in the fields of “Political Science,” “International Relations,” “Public Relations,” and “Journalism.”