Bargaining Across Borders / Edition 1

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Overview

How do you convey respect in Japan? Are business gifts appropriate in Kuala Lumpur? Can women negotiate contracts in Morocco?

The right answers can mean lucrative foreign deals. The wrong ones can spell farewell to golden opportunities abroad.

Now you no longer have to rely on instinct and hearsay to succeed in cross-cultural negotiations. This book prepares you for the real-life situations you'll face in international deal-making. You will learn all the right moves, whether your business takes you to Japan and the Pacific Rim; Western, Southern, or Central Europe; Latin America and the Caribbean; the Arab world; or Australia.

Emphasizing the acquisition of a "global mindset", this book tells you how to recognize the real leaders among your foreign counterparts; handle crucial cross-cultural differences in negotiating styles; deal with unfamiliar concepts of punctuality, manners, and gift-giving; and emerge victorious as a successful international negotiator!

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Product Details

  • ISBN-13: 9780070216563
  • Publisher: McGraw-Hill Professional Publishing
  • Publication date: 4/1/1995
  • Edition description: REPRINT
  • Edition number: 1
  • Pages: 326
  • Product dimensions: 6.00 (w) x 8.90 (h) x 0.90 (d)

Meet the Author

McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide

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Table of Contents

Preface
Acknowledgments
Pt. 1 On Doing Business Internationally
1 Introduction 3
2 Some Basic Cross-Cultural Ground Rules 26
Pt. 2 Americans at the International Negotiating Table
3 Individualism 73
4 Time 105
5 Americans, Love, and Money at the Negotiating Table 145
6 Egalitarianism 195
Pt. 3 Successful International Communication
7 The Effective International Negotiator 237
8 International Negotiating Styles 264
9 Coming Home Out There 294
Appendix. Global Homecoming Exercises 297
Index 317
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