Business Negotiations in Thailand: Navigating the Challenges of Traditions vs. Change
31 Pages Posted: 7 Jun 2003
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
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