How to Negotiate Anything with Anyone Anywhere Around the World

320 Pages·2008·3.82 MB·English

by  Frank L. Acuff

Negotiate
How to
Anything
with
Anyone Anywhere
World
Around the
Third Edition
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Also by Frank Acuff
ShakeHandswiththeDevil:HowtoMasterLife’sNegotiationsfromHell
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Negotiate
How to
Anything
with
Anyone Anywhere
World
Around the
Third Edition
Frank L. Acuff
American Management Association
New York • Atlanta • Brussels • Chicago • Mexico City • San Francisco
Shanghai • Tokyo • Toronto • Washington, D.C.
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LibraryofCongressCataloging-in-PublicationData
Acuff,FrankL.
Howtonegotiateanythingwithanyoneanywherearoundtheworld/FrankL.
Acuff.—3rded.
p. cm.
Includesbibliographicalreferencesandindex.
ISBN978–0-8144–8066–3(pbk.)
1.Negotiationinbusiness. 2.Internationalbusinessenterprises—Management.
I.Title. II.Title:Negotiateanythingwithanyoneanywherearoundtheworld.
HD58.6.A27 2008
302.3—dc22 2007052599
(cid:2)2008FrankL.Acuff
Allrightsreserved.
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Thispublicationmaynotbereproduced,storedinaretrievalsystem,ortransmitted
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York,NY10019.
Printingnumber
10 9 8 7 6 5 4 3 2 1
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To my children,
Kristin and Ryan,
both tough negotiators
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PAGEvi
Contents
Preface ix
Acknowledgments xi
ONE: GLOBAL NEGOTIATING 1
1 NegotiatinginAnyLanguage:HowNegotiationsWork 5
TWO: HOW GLOBAL NEGOTIATIONS WORK 17
2 WhatMakesGlobalNegotiationsDifferent? 21
3 TenPowerfulStrategiesforNegotiatingAroundtheWorld 39
4 TheFourMostDifficultChallengesFacedbyGlobal
Negotiators(andHowtoDealwithThem) 61
THREE: NEGOTIATING AROUND THE WORLD 71
5 NegotiatinginWesternEurope 77
NegotiatingPrimersforAustria(80);Belgium(83);
Denmark(85);Finland(88);France(91);Germany(94);
Greece(97);Ireland(100);Italy(102);theNetherlands
(105);Norway(108);Portugal(111);Spain(114);Sweden
(117);Switzerland(120);andtheUnitedKingdom(123)
vii
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viii Contents
6 NegotiatinginEasternEurope 127
NegotiatingPrimersfortheCzechRepublic(130);
Hungary(132);Kazakhstan(135);Poland(138);Romania
(140);Russia(143);Turkey(146);andUkraine(149)
7 NegotiatinginLatinAmerica 153
NegotiatingPrimersforArgentina(157);Brazil(159);
Chile(163);Colombia(165);CostaRica(168);Cuba(171);
Ecuador(174);Guatemala(177);Mexico(180);Peru(183);
andVenezuela(186)
8 NegotiatinginNorthAmerica 190
NegotiatingPrimersforCanada(196)andtheUnited
States(199)
9 NegotiatingintheMiddleEastandNorthAfrica 203
NegotiatingPrimersforAlgeria(207);Egypt(210);Israel
(213);Kuwait(215);Morocco(219);SaudiArabia(222);
andtheUnitedArabEmirates(226)
10 NegotiatinginAsiaandthePacificRim 231
NegotiatingPrimersforAustralia(236);China(239);Hong
Kong,China(243);India(246);Indonesia(250);Japan
(252);Malaysia(256);NewZealand(259);Pakistan(261);
Philippines(264);Singapore(266);SouthKorea(269);Sri
Lanka(272);Taiwan(275);Thailand(279);andVietnam
(281)
11 NegotiatinginSub-SaharanAfrica 285
NegotiatingPrimersforNigeria(287);SouthAfrica(290);
andZimbabwe(293)
References 297
Index 299
AbouttheAuthor 307
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Preface
This book is for the person in the trenches, who needs practical guidelines to
get the very best deal possible with people and organizations that have very
different backgrounds and experiences. This book is for the practitioner—for
the person who faces an international negotiating challenge and who perhaps
should have done his or her homework earlier, but didn’t. I wrote this book
largelyfroma‘‘lessons-learned’’perspective:ThesearethekindsofthingsIwish
someonehadtoldmebeforeIenteredintoglobalnegotiations.
Ifyouwillbeinteractingwithpeoplefromdifferentculturesineitherbusi-
ness or travel, this book is for you. If you find that you are uncomfortable in
dealing with people from different cultures and want to understand why, this
book is for you. Or, if you are an experienced negotiator who is getting less-
than-excellentresultsfromyourinternationalnegotiations,thisbookisforyou.
This book is for anyone who works or travels abroad, and for those who must
dealwithpeopleintheirowncountrywhohaverecentlycomefromothercoun-
tries. It is for managers, sales representatives, marketers, traders, diplomats,
militarypersonnel,attorneys,entrepreneurs,andotherprofessionalswhosesuc-
cesswilldependontheirabilitytoinfluenceothers.
Objectives
Thisbookhasfourmainobjectives:
1. To help you to avoid the typical mistakes and pitfalls of international
negotiating
ix
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