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How to Negotiate Anything with Anyone Anywhere Around, 3rd Edition

Book Description

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.

Table of Contents

  1. Cover Page
  2. Title Page
  3. Copyright Page
  4. Dedication Page
  5. Contents
  6. Preface
  7. Acknowledgments
  8. One: Global Negotiating
    1. 1 - Negotiating in Any Language: How Negotiations Work
  9. Two: How Global Negotiations Work
    1. 2 - What Makes Global Negotiations Different?
    2. 3 - Ten Powerful Strategies for Negotiating around the World
    3. 4 - The Four Most Difficult Challenges Faced by Global Negotiators (And how to Deal with Them)
  10. Three: Negotiating around the World
    1. 5 - Negotiating in Western Europe
      1. Negotiating Primers for Austria
      2. Belgium
      3. Denmark
      4. Finland
      5. France
      6. Germany
      7. Greece
      8. Ireland
      9. Italy
      10. The Netherlands
      11. Norway
      12. Portugal
      13. Spain
      14. Sweden
      15. Switzerland
      16. And the United Kingdom
    2. 6 - Negotiating in Eastern Europe
      1. Negotiating Primers for the Czech Republic
      2. Hungary
      3. Kazakhstan
      4. Poland
      5. Romania
      6. Russia
      7. Turkey
      8. And Ukraine
    3. 7 - Negotiating in Latin America
      1. Negotiating Primers for Argentina
      2. Brazil
      3. Chile
      4. Colombia
      5. Costa Rica
      6. Cuba
      7. Ecuador
      8. Guatemala
      9. Mexico
      10. Peru
      11. And Venezuela
    4. 8 - Negotiating in North America
      1. Negotiating Primers for Canada
      2. And the United States
    5. 9 - Negotiating in the Middle East and North Africa
      1. Negotiating Primers for Algeria
      2. Egypt
      3. Israel
      4. Kuwait
      5. Morocco
      6. Saudi Arabia
      7. And the United Arab Emirates
    6. 10 - Negotiating in Asia and the Pacific Rim
      1. Negotiating Primers for Australia
      2. China
      3. Hong Kong, China
      4. India
      5. Indonesia
      6. Japan
      7. Malaysia
      8. New Zealand
      9. Pakistan
      10. Philippines
      11. Singapore
      12. South Korea
      13. Sri Lanka
      14. Taiwan
      15. Thailand
      16. And Vietnam
    7. 11 - Negotiating in Sub-Saharan Africa
      1. Negotiating Primers for Nigeria
      2. South Africa
      3. And Zimbabwe
  11. References
  12. Index
  13. About the Author