Organized in an easy-to-access, quick-reference format, this bestselling guide is a passport to worldwide negotiation skills---and greater business success. The ups and downs of negotiating can be challenging enough at home. But when people put themselves in another country-where the customs and conventions are often radically different-they've got a recipe for awkwardness and confusion at best, disappointment and disaster at worst. This new, updated edition of this long-trusted guide provides readers with the savvy they need to negotiate with finesse and ease, no matter where they are. The book provides expert advice on business practices, transactions, and attitudes throughout the world. Now expanded to include 63 countries, the book has been updated to reflect changes in the international scene as well as up-to-the-minute topics like foreign outsourcing and multicultural work teams that increasingly characterize present-day work relationships. Organized in an easy-to-access, quick-reference format, this bestselling guide is a passport to worldwide negotiation skills-and greater business success.
CONTENTS Preface ix Acknowledgments xi ONE: GLOBAL NEGOTIATING 1 1 Negotiating in Any Language: How Negotiations Work 5 TWO: HOW GLOBAL NEGOTIATIONS WORK 17 2 What Makes Global Negotiations Different? 21 3 Ten Powerful Strategies for Negotiating Around the World 39 4 The Four Most Difficult Challenges Faced by Global Negotiators (and How to Deal with Them) 61 THREE: NEGOTIATING AROUND THE WORLD 71 5 Negotiating in Western Europe 77 Negotiating Primers for Austria (80); Belgium (83); Denmark (85); Finland (88); France (91); Germany (94); Greece (97); Ireland (100); Italy (102); the Netherlands (105); Norway (108); Portugal (111); Spain (114); Sweden (117); Switzerland (120); and the United Kingdom (123) 6 Negotiating in Eastern Europe 127 Negotiating Primers for the Czech Republic (130); Hungary (132); Kazakhstan (135); Poland (138); Romania (140); Russia (143); Turkey (146); and Ukraine (149) 7 Negotiating in Latin America 153 Negotiating Primers for Argentina (157); Brazil (159); Chile (163); Colombia (165); Costa Rica (168); Cuba (171); Ecuador (174); Guatemala (177); Mexico (180); Peru (183); and Venezuela (186) 8 Negotiating in North America 190 Negotiating Primers for Canada (196) and the United States (199) 9 Negotiating in the Middle East and North Africa 203 Negotiating Primers for Algeria (207); Egypt (210); Israel (213); Kuwait (215); Morocco (219); Saudi Arabia (222); and the United Arab Emirates (226) 10 Negotiating in Asia and the Pacific Rim 231 Negotiating Primers for Australia (236); China (239); Hong Kong, China (243); India (246); Indonesia (250); Japan (252); Malaysia (256); New Zealand (259); Pakistan (261); Philippines (264); Singapore (266); South Korea (269); Sri Lanka (272); Taiwan (275); Thailand (279); and Vietnam (281) 11 Negotiating in Sub-Saharan Africa 285 Negotiating Primers for Nigeria (287); South Africa (290); and Zimbabwe (293) References 297 Index 299 About the Author 307Frank L. Acuff (Olympia Fields, IL) is Director of Management Development International, a Chicago area-based management consulting firm specializing in employee and management development. His negotiating experience spans the globe, and he regularly delivers seminars and keynote speeches about negotiating for businesspeople working for organizations in the public and private sectors throughout the world.
