How to Negotiate Anything with Anyone Anywhere Around the World Book

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