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How to Negotiate Anything with Anyone Anywhere Around the World |  |
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How to Negotiate Anything with Anyone Anywhere Around the World | |
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.
作者简介 Frank 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.
编辑推荐
“With valuable insights and critical dos and don’ts, global business travelers would do well to keep this book tucked in their carry-on at all times.” —Houston Business Journal
^“Acuff’s readable book is especially appropriate for business practitioners… Recommended.” —Choice
^"As the title promises, author Frank Acuff pinpoints common negotiating mistakes and how to correct them. But what makes this book different is its inclusion of information on 63 different countries, their local customs and key negotiating pointers." --CareerBuilder.com
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 307
CHAPTER 1
Negotiating in Any Language: How Negotiations Work
"Have more than thou showest, speak less than thou knowest."—SHAKESPEARE, KING LEAR
Negotiating Defined
The Importance of Win-Win, or Interest-Based, Negotiations
The Stages of Negotiation
Planning Your Negotiation
What It Takes to Close a Deal
The subject of negotiations is both timely and timeless. It is timely because almost everything about our society in general, and our workplace in particular, is increasingly complicated. Today there is more litigation, more cultural diversity, more regulation, more technology, and—in line with the focus of this book—more globalization among businesses. The subject is timeless because life is a series of endless negotiations.
Moses, for example, was more than an Old Testament prophet. He was an ace negotiator. He had been up on the mountain for forty days negotiating the Ten Commandments with the Supreme Other Side. His buddies asked, "Hey Mo, how'd it go up there?" "It was really rough up there," Moses answered, quite exhausted. "The good news is, I finally got Him down to ten. The bad news is, adultery's still in there!"
Certain fundamentals of negotiations apply whether you are negotiating in Toronto, Brussels, New York, Buenos Aires, Istanbul, Shanghai, or Dubai. It is important to understand these fundamentals: They are the foundation on which you will later build your international negotiating strengths. These fundamentals include understanding the concept of negotiation, appreciating the importance of the win-win approach, understanding the stages of negotiation, being able to plan your negotiation, and knowing what it takes to close a deal.
In many ways, the negotiating skills we seek to master a
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