Global Negotiation Resources

Pricing for Locals vs. Foreigners in India

India does pride itself on their nationality. When I took a trip to the Taj Mahal in Agra, it was unbelievable to notice the price differential between the locals and the tourists. It was nearly an 80% difference. My friend from college came with me on this particular trip, and he had never left the country before. He is a Mexican man, with thick curly hair and fair skin. When we walked up to the ticketing booth, he looked at him trying to decipher his nationality. He looked at them square in the eye and said what I told him to say: “Me Kashmir se atha hun”, meaning “I am from Kashmir”. They immediately gave him a price discount, noticing his fair complexion which denotes that he really could be from Northern India. Even if they didn’t, I think they respected the fact he attempted to speak Hindi.

There are some definite advantages to be from India in not just the business world but in everyday life when dealing with the Indians. Although you cannot control things such as the color of your skin or where you come from of course, being adaptive to their culture is key. They see it as a strength and respect it.

Changes in Japanese Negotiation Practices?

The Japanese companies are known for being very ethnocentric even in their overseas operations. However, as Japan is getting more competition from rest of the Asian countries, I feel that they are opening up to Western practices and styles of business. Are there any observed changes in Japanese negotiation practices recently due to the globalization of business and industry?

Asians Use Their Brains Differently

According to an article on SpectroscopyNOW.com, an interdisciplinary research team found that when having to solve easy or more complex tasks, the brains of Asian and American individuals consistently show different patterns of brain activity. This aligns well with Richard E. Nesbitt’s observations in his book “The Geography of Thought - How Asians and Westerners Think Differently,” which I highly recommend. Both independently indicate that Asians focus much more on context and holistic thinking when interacting with others and making decisions. What does this have to do with negotiating?

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Negotiation Style Differences Across China

On page 98 of Global Negotiation: The New Rules we provide some information about how negotiation styles differ across regions of the Greater China. Do those of you with long experiences living in the region agree? What should we add or subtract?

Please Share Your Thoughts on China

If you would like to find out more about how to negotiate effectively in China, take a look at the corresponding Country Section from the book Negotiating International Business by Lothar Katz.

If you have any experience to share (or questions you would like answered) relating to China, please click on “Comments” in this entry’s title line.

Please Share Your Thoughts on Other Asian Countries

If you have any experience to share (or questions you would like answered) relating to any other Asian country, please click on “Comments” in this entry’s title line.

Please Share Your Thoughts on Turkey

If you would like to find out more about how to negotiate effectively in Turkey, take a look at the corresponding Country Section from the book Negotiating International Business by Lothar Katz.

If you have any experience to share (or questions you would like answered) relating to Turkey, please click on “Comments” in this entry’s title line.

Please Share Your Thoughts on Thailand

If you would like to find out more about how to negotiate effectively in Thailand, take a look at the corresponding Country Section from the book Negotiating International Business by Lothar Katz.

If you have any experience to share (or questions you would like answered) relating to Thailand, please click on “Comments” in this entry’s title line.

Please Share Your Thoughts on Taiwan

If you would like to find out more about how to negotiate effectively in Taiwan, take a look at the corresponding Country Section from the book Negotiating International Business by Lothar Katz.

If you have any experience to share (or questions you would like answered) relating to Taiwan, please click on “Comments” in this entry’s title line.

Please Share Your Thoughts on South Korea

If you would like to find out more about how to negotiate effectively in South Korea, take a look at the corresponding Country Section from the book Negotiating International Business by Lothar Katz.

If you have any experience to share (or questions you would like answered) relating to South Korea, please click on “Comments” in this entry’s title line.

Please Share Your Thoughts on Singapore

If you would like to find out more about how to negotiate effectively in Singapore, take a look at the corresponding Country Section from the book Negotiating International Business by Lothar Katz.

If you have any experience to share (or questions you would like answered) relating to Singapore, please click on “Comments” in this entry’s title line.

Please Share Your Thoughts on the Philippines

If you would like to find out more about how to negotiate effectively in the Philippines, take a look at the corresponding Country Section from the book Negotiating International Business by Lothar Katz.

If you have any experience to share (or questions you would like answered) relating to the Philippines, please click on “Comments” in this entry’s title line.

Please Share Your Thoughts on Pakistan

If you would like to find out more about how to negotiate effectively in Pakistan, take a look at the corresponding Country Section from the book Negotiating International Business by Lothar Katz.

If you have any experience to share (or questions you would like answered) relating to Pakistan, please click on “Comments” in this entry’s title line.

Please Share Your Thoughts on Malaysia

If you would like to find out more about how to negotiate effectively in Malaysia, take a look at the corresponding Country Section from the book Negotiating International Business by Lothar Katz.

If you have any experience to share (or questions you would like answered) relating to Malaysia, please click on “Comments” in this entry’s title line.

Please Share Your Thoughts on Indonesia

If you would like to find out more about how to negotiate effectively in Indonesia, take a look at the corresponding Country Section from the book Negotiating International Business by Lothar Katz.

If you have any experience to share (or questions you would like answered) relating to Indonesia, please click on “Comments” in this entry’s title line.