How to negotiate anything with anyone anywhere around the world

757 Pages·1997·2.36 MB·English

by  Frank L. Acuff

How to Negotiate Anything With Anyone
title:
Anywhere Around the World
author: Acuff, Frank L.
publisher: AMACOM Books
isbn10 | asin: 0814479502
print isbn13: 9780814479506
ebook isbn13: 9780814424179
language: English
Negotiation in business, International
subject
business enterprises--Management.
publication date: 1997
lcc: HD58.6.A27 1997eb
ddc: 302.3
Negotiation in business, International
subject:
business enterprises--Management.
Page iii
How to Negotiate Anything with Anyone
Anywhere Around the World
New Expanded Edition
Frank L. Acuff
Page iv
This book is available at a special discount when ordered in bulk
quantities. For information, contact Special Sales Department,
AMACOM, a division of American Management Association, 1601
Broadway, New York, NY 10019.
This publication is designed to provide accurate and authoritative
information in regard to the subject matter covered. It is sold with the
understanding that the publisher is not engaged in rendering legal,
accounting, or other professional service. If legal advice or other
expert assistance is required, the services of a competent professional
person should be sought.
Library of Congress Cataloging-in-Publication Data
Acuff, Frank L.
How to negotiate anything with anyone anywhere around the world /
Frank L. Acuff.New expanded ed.
p. cm.
Includes bibliographical references and index.
Contents: The global negotiating imperativeNegotiating in any
language: how negotiations workWhat makes global negotiations
different?World-class negotiating strategiesThe six most
difficult problems faced by international negotiators (and how to
deal with them)Negotiating in Western EuropeNegotiating in
Eastern EuropeNegotiating in Latin AmericaNegotiating in
North AmericaNegotiating in the Middle East and North Africa
Negotiating in Asia and the Pacific RimNegotiating in Sub-
Saharan Africa.
ISBN 0-8144-7950-2 (pbk.)
1. Negotiation in business. 2. International business
enterprisesManagement. I. Title.
HD58.6.A27 1997
302.3dc21 97-20426
CIP
© 1993, 1997 Frank L. Acuff.
All rights reserved.
Printed in the United States of America.
This publication may not be reproduced, stored in a retrieval system,
or transmitted in whole or in part, in any form or by any means,
electronic, mechanical, photocopying, recording, or otherwise,
without the prior written permission of AMACOM, a division of
American Management Association, 1601 Broadway, New York, NY
10019.
Printing number
10 9 8 7 6 5 4
Page v
To my children
Kristin and Ryan
both tough negotiators
Page vii
CONTENTS
Preface ix
Acknowledgments xiii
One: World Class Negotiating 1
1 3
The Global Negotiating Imperative
2 17
Negotiating in Any Language: How Negotiations Work
Two: How Global Negotiations Work 37
3 39
What Makes Global Negotiations Different?
4 68
World-Class Negotiating Strategies
5 95
The Six Most Difficult Problems Faced by International
Negotiators (and How to Deal With Them)
Three: Negotiating around the World 113
6 119
Negotiating in Western Europe
Negotiating Primers for Austria 124
Belgium 127
Denmark 130
Finland 133
France 137
Germany 141
Greece 145
Ireland 148
Italy 152
Page viii
the Netherlands 155
Norway 159
Portugal 162
Spain 166
Sweden 170
Switzerland 174
and the United Kingdom 178
7 182
Negotiating in Eastern Europe
Negotiating Primers for the Czech Republic 188
Hungary 191
Poland 194
Russia 197
Turkey 201
and Ukraine 205
8 209
Negotiating in Latin America
Negotiating Primers for Argentina 215
Brazil 218
Chile 222
Colombia 226
Costa Rica 229
Cuba 233
Ecuador 237
Mexico 241
Peru 244
and Venezuela 248
9 252
Negotiating in North America
Negotiating Primers for Canada 260
and the United States 264
10 269
Negotiating in the Middle East and North Africa
Negotiating Primers for Egypt 275
Israel 279
Kuwait 282
Saudi Arabia 286
and the United Arab Emirates 291
11 297
Negotiating in Asia and the Pacific Rim
Negotiating Primers for Australia 305
China 308
Hong Kong, China 313
India 317
Indonesia 321
Japan 324
Malaysia 328
New Zealand 332
Pakistan 335
the Philippines 338
Singapore 341
South Korea 345
Taiwan 348
Thailand 353
and Vietnam 356
12 360
Negotiating in Sub-Saharan Africa
Negotiating Primers for Nigeria 364
South Africa 368
and Zimbabwe 371
References 375
Index 377
About the Author 385