How to negotiate with Thai executives

Abstract

Considers how non‐Thais can negotiate successfully withe business and government executives in Thailand. Gives an overview of Thailand’s geography, climate, population, religion and business practice. Discusses important aspects of the social‐cultural environment that have a significant effect on the way Thai’s negotiate. Includes further tips regarding body language, entertainment protocol, how to dress, and favourite negotiating tactics by buyers and sellers. Provides conclusions and directions for further research.

Citation

Hendon, D.W. (2001), "How to negotiate with Thai executives", Asia Pacific Journal of Marketing and Logistics, Vol. 13 No. 3, pp. 41-62. https://doi.org/10.1108/13555850110764829