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Contribution to Book
Typical errors of Westerners
The negotiator's fieldbook: the desk reference for the experienced negotiator
  • Bee Chen Goh, Southern Cross University
Document Type
Book chapter
Publication Date
1-1-2006
Abstract

It's no longer rare for negotiators based in a Western culture and instinctively applying Western concepts to find themselves in dealings with people who start from a very different cultural frame of reference. Goh, a Chinese-Malaysaian law professor working in Australia, deconstructs the typical errors that negotiators unfamiliar with Chinese culture can be expected to make. This chapter should be read in conjunction with Kelly's chapter on negotiating with indigenous people; together, they can provide you with a fast tour that will provide some hints as to what you might encounter in still other cultures.

Disciplines
Citation Information

Goh, BC 2006, 'Typical errors of Westerners', in AK Schneider & C Honeyman (eds), The negotiator's fieldbook: the desk reference for the experienced negotiator, American Bar Association (ABA), Section of Dispute Resolution, Washington, DC, pp. 293-300. ISBN: 1590315456