People often say the best negotiators are in Asia. This book uncovers what it is these star negotiators do that makes them better than the rest. You can learn to be a star negotiator by reading and applying the best practices outlined in this book. The book title suggests it was written for business schools, but this is a very small part of my work. Despite this, as recently as June 2019 an MBA student from Beijing said my course based on this book was amongst the best courses in her entire MBA programme.
It is difficult to know one’s own culture. After a decade spent studying and working with star negotiators throughout Asia and around the world, I selected anecdotes and examples from my experience and added a chapter focusing on how negotiation in Asia is different. These observations continue to be sound today. On reading this book, a Korean client noted his countrymen better beware now that foreigners understand Asia better than Asians do.
This book continues to sell well, and leading company executives continue to seek out my help for their negotiations in and across Asia and beyond. The book focuses on the attributes of star negotiators and what to do at each stage of your negotiation to achieve the optimal outcomes you are after. A companion Star Negotiator Case Book (published by Potential Limited) is also available for organisations running our train the trainer workshops.