Preface
Who Should Use This Book - How This Book is Structured - Definitions: Regions of the World - Acknowledgements
Part I: International Negotiations
Chapter 1: Take On The Challenge
The Stakes are High, And So Is The Risk - The Impact of Culture on Negotiations - The Competent International Negotiator
Chapter 2: Preparing for International Negotiations
Phases of Negotiations - Context and Boundaries - Essential Preparation Steps - Team Negotiation
Chapter 3: Relationships
How Relationships Impact Negotiations - Showing Respect - Effective Relationship Building - Gender-Specific Aspects of Relationship Building
Chapter 4: Effective Communication
Language - Interacting with Non-native Speakers - Non-Verbal Messages - Directness - Using Technology to Communicate - Making it Work
Chapter 5: Initial Contacts and Meetings
Making Contact - Setting Up the Initial Meeting - The Critical First Meeting
Chapter 6: Negotiating and the Bargaining Exchange
Negotiation Attitudes - Bargaining Styles - Bargaining Levers: Power, Information, and Time - Making Offers and Concessions - Myths About Bargaining - Decision Making
Chapter 7: Agreement, Closure, and Execution
Reaching Agreement - Closure: The Role of Contracts - Execution: After the Contract Has Been Signed
Chapter 8: Why International Negotiations Fail
Attitudes - A Few Case Studies - Recognizing Rules - It’s Not Always Culture
Part II: Negotiation Techniques Used Around the World
Chapter 9: Deceptive Techniques
Telling Lies - Fake Nonverbal Messages - Appearing Weak or Playing Stupid - Misrepresenting Value - False Disinterest in Deal - False Disinterest in Concessions - False Demands - False Concessions - Good Cop, Bad Cop - Limited Authority - Crazy like a Fox - False Least Favorable Option
Chapter 10: Pressure Techniques
Opening with Best Offer - Intransigence - Silence - Final Offer - Time Pressure - Expiring or Decreasing Offers - Nibbling - Persistence - Creating Physical Discomfort
Chapter 11: Aggressive and Adversarial Techniques
Aggressive Behavior - Extreme Openings - Anger - Threats and Warnings - Walking Out
Chapter 12: Other Emotional Techniques
Attitudinal Bargaining - Dual Messages - Guilt and Embarrassment - Grimacing - Appeals to Personal Relationship
Chapter 13: Defensive Techniques
Changing the Subject - Blocking - Probing Questions - Directness - Promises - Dealing with Inflexible Positions
Chapter 14: Other Negotiation Techniques
Range Offers - Written Offers - Written Terms and Conditions - Stalling
Part III: Negotiate Right in Any of 50 Countries
Argentina - Australia - Austria - Belgium - Brazil - Canada - Chile - China - Colombia - Czech Republic - Denmark - Egypt - Finland - France - Germany - Greece - Hong Kong - Hungary - India - Indonesia - Ireland - Israel - Italy - Japan - Malaysia - Mexico - Netherlands - Nigeria - Norway - Pakistan - Peru - Philippines - Poland - Portugal - Romania - Russia - Saudi Arabia - Singapore - South Africa - South Korea - Spain - Sweden - Switzerland - Taiwan - Thailand - Turkey - Ukraine - United Kingdom - United States - Venezuela
References
Useful Websites
Index
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