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Strategies for Effective Cross-Cultural Negotiation: The F.R.A.M.E. Approach
by Joo Seng Tan

Paperback: 232 pages 
Publisher: McGraw-Hill Companies (February, 2004) 
Language: English 
ISBN: 0071234780

About the Book

This book is about strategic negotiation across cultures. It is written for negotiators and students of negotiation who seek to understand the principles and processes of cross-cultural negotiation and develop effective strategies for negotiating in different cultures. 
This book takes a completely different approach in the analysis of cross-border negotiations by examining the negotiations of US multinational companies in three major economies in Asia: China, Japan and India. Using a case study approach, the book presents an incisive analysis of the successes and failures in cross-cultural negotiations. Further, it provides valuable insights that will deepen negotiators? understanding of cross-cultural negotiations as well as strengthen negotiators? capability to deal with major issues in cross-cultural negotiations.

The book is designed to:

1. present the strategies, techniques and dynamics of the negotiation process, 
2. elaborate on key cultural values and norms in China, Japan and India, 
3. draw key lessons on negotiating strategies in various cultures from detailed case studies, 
4. marry cross-cultural research framework and research findings with practitioners? negotiating experience, 
5. present a F.R.A.M.E. approach for cross-cultural analysis of negotiations with the Chinese, Japanese and Indians, and 
6. offer practical negotiation tips (the dos and don?ts) for cross-cultural negotiation.

About the Author

Joo-Seng TAN teaches Strategic Negotiation, Organizational Behavior, and Consulting and Change Management at Nanyang Business School, Nanyang Technological University, Singapore. Dr. Tan is an expert on cross-cultural negotiation, and has extensive experience in consulting and executive development. DuPont Asia Pacific, Merial Asia Pacific, Singapore Airlines, SIA Engineering Company, Overseas-Chinese Banking Corporation, Great Eastern Life, and the Monetary Authority of Singapore are some of the organizations for which he has provided consulting and training services. He advises companies on their negotiation strategies, and has designed and conducted negotiation training for different organizations. He is well known for adopting a hands-on and practical orientation in his consulting and training programs. His research on cross-cultural negotiation and cross-cultural communication has been published in international journals and publications. He has also presented papers at top academic conferences and professional meetings in the US, France, Japan, Korea, Hong Kong, Australia, and New Zealand. He is a member of the Academy of Management, International Association for Conflict Management, American Psychological Society, and Association for Business Communication. He is co-author of Strategic Negotiation Across Cultures published by McGraw-Hill in 2002.

Elizabeth Ngah-Kiing LIM earned her BSc degree in Biochemistry and BSc degree (First Class Honors) in Molecular Genetics from the University of Alberta, Edmonton, Canada. She worked as a medical technologist before she pursued her MBA at the National University of Singapore (and the University of British Columbia, Canada, on an MBA Student Exchange Program), where she participated in graduate courses in Negotiation Skills and Mediation Skills. Following her MBA program, she served on the faculty of the Nanyang Business School, Nanyang Technological University, Singapore where she developed several research interests, including international entrepreneurship, corporate strategy, corporate governance and strategic negotiation. Her papers have been accepted for presentation at leading conferences in the USA and the UK. She is the co-author of the book Strategic Negotiation Across Cultures published by McGraw-Hill in 2002.

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