Business Negotiations in Thailand: Navigating the Challenges of Traditions vs. Change

31 Pages Posted: 7 Jun 2003

See all articles by Butaga Punturaumporn

Butaga Punturaumporn

Citibank, N.A.

Claudia L. Hale

Ohio University, Department of Interpersonal Communication

Abstract

The research question addressed within this report focuses attention on the tactics and strategies utilized by Thai business negotiators at different phases of the negotiation process. Based on interviews conducted with Thai and non-Thai business people who have engaged in negotiations in Thailand, we examine our interviewees' descriptions of Thai-influenced business negotiations. When and where possible, we draw comparisons with more Western-influenced approaches to negotiation. Recommendations are offered concerning the approach one should take when seeking to do business in Thailand.

Keywords: Business Negotiation, Thailand, Intercultural Communication

Suggested Citation

Punturaumporn, Butaga and Hale, Claudia L., Business Negotiations in Thailand: Navigating the Challenges of Traditions vs. Change. 16th Annual IACM Conference Melbourne, Australia. Available at SSRN: https://ssrn.com/abstract=400520 or http://dx.doi.org/10.2139/ssrn.400520

Butaga Punturaumporn (Contact Author)

Citibank, N.A. ( email )

399 Park Ave., 11th Floor
New York, NY 10043
United States

Claudia L. Hale

Ohio University, Department of Interpersonal Communication ( email )

Lasher Hall 203
Athens, OH 45701
United States
(740)593-9168 (Phone)

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