Characteristics Of The Paradox Of The Central Asian Businessman Negotiations

This thesis stUdies the Paradoxical nature of Central Asian negotiators.Based on the cultural backgroUnds of the 5 Centrai Asian Stats, the paradxicalnature of negotiators is analyzed from various cultural factors and correspondingtactics for Chinese CoIhactrs in the area are provided.This study is an attempt to look back at my own experience in the bidding fieldin Central Asia in the pan 10 years and to use cross-cultul theories to an myselffor better work in the future.Chapter 1 is a general introduction. It briefs the sighficance of the study aboutCentral Asian negOhators. ms chapter Provides a theoretical framework, andintrduces tbree main influential cultural hars in Central Asia.After introducing Central Asian cultureS, Chapter 2 studies the paradoxicalcharateristics of Celltfal Asian negotiators according to their values and beliefs.In chapter 3 the focus is given to the features of negotiators' mentality toexamine the reasons of their indirect way and passbe-aggressive attitude.Chaptcr 4 dwells on the tactics applied by Central Asian negotiators. It isnecessary for Chinse conthetors to be able to recognize such tactics by ouropponents, and to Practice some of them to necessary for ourselves. Through theanalysis of edcs it helps better understand the characteristics of Cental Asiannegotiators.Chapter 5 sununarizes the thesis. Applying the win-win concePt, the authordiscusses how to overcome the paradoxical nature of Central Asian negotiators. Asthe conclusion this part includes the research results, the author's suggestions forChinese businessmen and the limitations of thes thesis.