Negotiating International Business:
Table of Content
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 ChallengeThe 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 TechniquesTelling 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