How to Negotiate Anything with Anyone Anywhere Around the World »

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.

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 th

Publishers Weekly

Acuff's knowledge of local business practices worldwide and his familiarity with many different cultures, customs and national psychologies is impressive and will be helpful to those working abroad in business, diplomacy and the military. In this useful and entertaining guide, Acuff, a professonal negotiator, contends that each of 41 countries within six regions of the world economy and world investment networks calls for different and appropriate negotiating methods, pace and style--all clearly detailed in ``Fast Fact'' summaries and checklists for each nation. Attending to the manual's behavioral dos and don'ts (how deep to bow in Japan) and to sensitive topics of converation (religion in Saudi Arabia) should help reduce friction and misunderstanding in U.S. relations abroad. (Nov.)

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