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Andrew Hupert, Professor of International Negotiation at Hult International Business School, Vietnam, Cross-cultural leadership, conflict management

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Western negotiators like to start a business deal with a test transaction to build trust.  Asians like to build trust first, and then start transacting.  Both sides want to end up in the same place – with a cordial, profitable relationship – but our different approaches make that goal difficult to reach. 

negotiation relationship management Asia relationship

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