This may seem a rather provocative headline - but it is apparently a question frequently asked by business people in Asia, based on their experiences with counterparts from the Western world.
My recent blog on the current approach to negotiation reported that 70% of business-to-business negotiators never meet their counter-party. Still worse is the fact that email is the most frequently used mechanism to support those negotiations. Working with my friend and expert Keld Jensen, we will shortly issue a much more comprehensive report on our findings and their implications.
Asia is different