International Negotiating: A Primer for American Business Professionals

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9781560248545: International Negotiating: A Primer for American Business Professionals

Here is a framework for understanding new negotiating environments. International Negotiating covers the entire international business negotiating process, beginning with the initial planning and preparation that precede face-to-face meetings. In today's global economy, cross-cultural expertise limited to one country is no longer sufficient. An international businessperson must be able to negotiate effectively with people from many different parts of the world. The book does not focus on one individual country or region, but rather upon those negotiating challenges and situations that recur from one country to the next. It identifies negotiating skills that are transferable across cultures and borders and offers suggestions on how to improve these skills.

International Negotiating is designed for individuals seeking a practical rather than a theoretical approach to international business negotiating. The book provides readers with the kinds of questions to which they should seek answers and contains guidelines for effective negotiating. It includes plenty of suggestions, but few injunctions--no foolproof recipes, ironclad rules, or pat principles of behavior. International Negotiating enables readers to identify and assimilate culturally specific information quickly because they will understand the underlying dynamics of intercultural business negotiating. Chapters discuss many pertinent topics, including:

  • the importance of research and planning to the negotiating process
  • the sequence and pace of the steps involved in negotiating (i.e., Does socialization take place before negotiations, after, or never?)
  • the relevance and importance of oral vs. written contracts
  • the importance of identifying the person who has the power to make decisions
  • the personalization of business
  • transferable skills, such as using interpreters and translators, monitoring and mirroring behavior, asking questions, and being tentative in making judgments and conclusions
To be successful in international negotiations, individuals must have both negotiating skills and an understanding of the foreign culture with which they are working. International Negotiating is a tool with which readers can improve these crucial areas. It is an illuminating and helpful guide for those involved in international business ventures with persons from outside the United States.

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From Library Journal:

Although he is a Ph.D. and makes reference to some of the more standard works (Roger Axtell's A Guide to International Behavior Dos and Taboos Around the World, Benjamin Co., 1985, and David A. Ricks's Blunders in International Business, Blackwell, 1993), Kublin gives practical, salient advice for the American abroad. Attitude and effort, he asserts, are not enough; a basic knowledge of acceptable behavior in a given society is essential to build negotiating skills. Kublin has chosen to divide the work by concept rather than by country. Sometimes his suggestions seem to conflict, and in an entire chapter on social issues, he devotes only three paragraphs to the special concerns of American women. Generally, the reader is advised to err on the side of formality and conservatism when uncertain of the correct protocol. Recommended for business collections.
Lisa K. Miller, Paradise Valley Community Coll. Lib., Phoenix, Ariz.
Copyright 1995 Reed Business Information, Inc.

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Erdener Kaynak; Michael Kublin
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Book Description Taylor Francis Inc, United States, 1995. Hardback. Book Condition: New. New.. Language: English . This book usually ship within 10-15 business days and we will endeavor to dispatch orders quicker than this where possible. Brand New Book. Here is a framework for understanding new negotiating environments. International Negotiating covers the entire international business negotiating process, beginning with the initial planning and preparation that precede face-to-face meetings. In today s global economy, cross-cultural expertise limited to one country is no longer sufficient. An international businessperson must be able to negotiate effectively with people from many different parts of the world. The book does not focus on one individual country or region, but rather upon those negotiating challenges and situations that recur from one country to the next. It identifies negotiating skills that are transferable across cultures and borders and offers suggestions on how to improve these skills. International Negotiating is designed for individuals seeking a practical rather than a theoretical approach to international business negotiating. The book provides readers with the kinds of questions to which they should seek answers and contains guidelines for effective negotiating. It includes plenty of suggestions, but few injunctions--no foolproof recipes, ironclad rules, or pat principles of behavior. International Negotiating enables readers to identify and assimilate culturally specific information quickly because they will understand the underlying dynamics of intercultural business negotiating. Chapters discuss many pertinent topics, including: * the importance of research and planning to the negotiating process * the sequence and pace of the steps involved in negotiating (i.e., Does socialization take place before negotiations, after, or never?) * the relevance and importance of oral vs. written contracts * the importance of identifying the person who has the power to make decisions * the personalization of business * transferable skills, such as using interpreters and translators, monitoring and mirroring behavior, asking questions, and being tentative in making judgments and conclusionsTo be successful in international negotiations, individuals must have both negotiating skills and an understanding of the foreign culture with which they are working. International Negotiating is a tool with which readers can improve these crucial areas. It is an illuminating and helpful guide for those involved in international business ventures with persons from outside the United States. Bookseller Inventory # BTE9781560248545

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Book Description 1995. Hardcover. Book Condition: New. 1st. Hardcover. Here is a framework for understanding new negotiating environments. International Negotiating covers the entire international business negotiating process, beginning with the .Shipping may be from our Sydney, NSW warehouse or from our UK or US warehouse, depending on stock availability. 182 pages. 0.458. Bookseller Inventory # 9781560248545

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