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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 -- theyвЂTMve 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.

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.)

This long-trusted guide provides you with the savvy knowledge and skills you need to negotiate with ease, no matter where you are or who you are talking with. The ups and downs of negotiating can be challenging enough at home. Then, 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. How to Negotiate Anything with Anyone Anywhere Around the World provides expert advice on: business practices, transactions, and attitudes throughout the world. Now expanded to include 63 countries, the book reflects changes in the international scene as well as current 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. "This new edition of How to Negotiate Anything with Anyone Anywhere Around the World provides you with the savvy you need to negotiate with finesse and ease, no matter where you are. Now including 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 which increasingly characterize present-day work relationships. This guide is your passport to worldwide negotiation skills - and greater business success."--Jacket At no time in history has there been so great a need for international negotiating skills-that is, for each negotiator to influence the other in positive, constructive ways. Are formal agendas required in Mexico? Is July a good time to schedule meetings with Norwegians? Here are the do's and don'ts of negotiating abroad!