How do you apply an Eastern mindset in negotiation? What are some of the core principles that Eastern cultures base their negotiations on? How can an American embrace some of these principles to create long-term and successful relationships? Mala Subramaniam joins me in this episode of Negotiations Ninja to educate us on Indian and East-Asian negotiation and how it differs from American and/or European styles. She also shares seven successful behaviors you can embrace from an Eastern mindset that will have a long-term impact on your negotiations.

Mala Subramaniam is an executive coach, corporate speaker, and cross-cultural trainer who has spent over 20 years blending Eastern and western negotiation styles. She is also the author of the book: Beyond Wins: Eastern Mindset for Success in Daily Business Negotiations. Don’t miss her expertise and insight in this informative episode.

Outline of This Episode

[1:47] Mala Subramaniam’s background in negotiation
[4:15] The difference between an Eastern mindset and Western mindset
[6:18] The differences in communicating the word ‘no’
[8:34] Seven behaviors that set you up for success
[16:52] Meditation and mindfulness as part of negotiation training
[19:52] The concept of Chakra in negotiation
[22:04] Why the intention doesn’t align with an Eastern Mindset
[25:21] One negotiation style does NOT fit all
[27:33] How to connect with Mala Subramaniam online

Resources & People Mentioned

BOOK: Never Split the Difference
BOOK: Getting to Yes

Connect with Mala Subramaniam

BOOK: Beyond Wins
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