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Working without a safety net: Lessons for better relational contracting

Robert Zafft

Posted by Robert Zafft
Apr 30, 2020 10:15:23 AM

How would you draft a contract you knew you could not enforce?

Why would you bother?

contract relationalcontracting relationship

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Building relationships, negotiating in Asia  – different routes lead to same goal

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

Posted by Andrew Hupert, Professor of International Negotiation at Hult International Business School, Vietnam, Cross-cultural leadership, conflict management
Mar 13, 2020 12:04:01 PM

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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