| Author | Le Thi Muoi |
| Call Number | AIT RSPR no. SM-96-14 |
| Subject(s) | Negotiation in business--Vietnam
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| Note | A research study submitted in partial fulfillment of the requirements for the degree of Master of Business Administration |
| Publisher | Asian Institute of Technology |
| Abstract | Crucial to every international business alliance are cross-cultural business negotiations that occur during the formulation and maintenance of the commercial relationship. This study compares the negotiation approaches of Western and Asian businesspeople in the Vietnamese context, using both qualitative and quantitative multivariate analysis. The results suggest Vietnamese negotiators are switching from their traditional negotiation approach to a modern approach which is compatible to their international counterparts. The problems arising during International-Vietnamese business negotiations are mainly caused by cultural differences in negotiating approaches. However, the country's specific context (legal, economic, technoligical, etc.) also has a major influence on negotiating style. General and specific recommendations are made to bridge the gap between Western and Asian negotiation styles and the Vietnamese style in order to ensure more effective business negotiations. |
| Year | 1996 |
| Type | Research Study Project Report (RSPR) |
| School | School of Management (SOM) |
| Department | Other Field of Studies (No Department) |
| Academic Program/FoS | Master of Business Administration (MBA) (Publication code=SM) |
| Chairperson(s) | Swierczek, Fredric William |
| Examination Committee(s) | Hertzberg, Ellen;Johri, Lalit M. |
| Scholarship Donor(s) | Government of Switzerland |
| Degree | Research Studies Project Report (M.B.A.) - Asian Institute of Technology, 1996 |