How to negotiate anything with anyone anywhere around the world
By: Frank L. Acuff.
Publisher: American Management Association
Published: 1993
Place of publication: New York
Language: eng
Number of pages: 326
Subjects: Negotiation in business.; International business enterprises -- Management.
Description: You've been in Osaka for four days to negotiate a manufacturing joint venture, but in three meetings your gracious hosts haven't discussed one iota of business. Should you wait it out, or ever-so-politely broach the subject? You're in Sweden to discuss an important and costly undertaking. The company seems extremely interested, but the person you're apparently expected to negotiate with is a middle-level manager. Are they giving you the runaround? Whether you're a.

Fortune 1,000 executive, sales rep, marketer, trader, attorney, or entrepreneur - whether you conduct international business abroad or at home - you'll face dozens of situations like these that will challenge your professional and personal savvy. That's why you will find How to Negotiate Anything with Anyone Anywhere Around the World so timely: It describes clearly how to act and what to expect from Hamburg to Hong Kong and from Milan to Mexico City. Veteran negotiator.

Frank Acuff, whose experience spans the Pacific Rim, Europe, the Middle East, and the Caribbean, has written a down-to-earth guide to international negotiating. You'll learn about business practices and cultural traditions all over the world and become attuned to subtle attitudes that can make all the difference at the business lunch or the bargaining table. How to Negotiate Anything with Anyone Anywhere Around the World covers critical factors such as the pace and style.

Of negotiation, personal relationships, decision making, and legal and administrative factors - and gives you ready access to vital tips that you can start using immediately. Offering vivid anecdotes from his own experience, Acuff helps you to avoid the typical mistakes and pitfalls of international negotiating; build on the bargaining strengths you already possess; gain insight into how Americans are seen by their international counterpart; and strengthen your cultural.

Awareness and skills. Finally, Acuff takes you on an informative trip around the world - profiling the typical negotiator and detailing specific winning strategies to use in 40 countries in Western and Eastern Europe, Latin America, North America, the Middle East, and the Pacific Rim, plus other key markets such as India. With the emergence of the global economy, it's never been more crucial to master the skills of world-class negotiators. Brimming with checklists,

Guidelines, inspiring quotations, personal advice, and revealing case studies, Acuff's commonsense approach boosts your confidence and puts you in control of even the knottiest negotiating scenario.
Notes: Includes bibliographical references (p. 321) and index.
Table of contents: title: The global negotiating imperative; title: Negotiating in any language : how negotiations work; title: Profile of the American negotiator; title: An American report card : where Americans go wrong in global negotiations; title: What makes global negotiations different?; title: World-class negotiating strategies; title: The six most difficult problems faced by global negotiators (and how to deal with them); title: Negotiating in Western Europe; title: Negotiating in Eastern Europe; title: Negotiating in Latin America; title: Negotiating in North America; title: Negotiating in the Middle East; title: Negotiating in the Pacific Rim; title: Negotiating in other important countries.