Bargaining Across Borders: How to Negotiate Business Successfully Anywhere in the World - Hardcover

Foster, Dean Allen

Hardcover

ISBN 10: 0070216479 ISBN 13: 9780070216471

Publisher: McGraw-Hill, 1992

Synopsis

Shows how to bridge the cultural barriers that can obstruct successful negotiation, and offers skill-building exercises and common international business scenarios

About this title

From the Back Cover:

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!

About 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

About this edition

• Publisher: McGraw-Hill
• Publication date: 1992
• ISBN 10: 0070216479
• ISBN 13: 9780070216471
• Binding: Hardcover
• Edition number: 1
• Number of pages: 326