Negotiating International Business: The Negotiator's Reference Guide to 50 Countries Around the World

Since the first release of Negotiating International Business in 2006, the country-specific advice the book offers has helped countless readers in the business world and academia sharpen their toolset and prepare for negotiations anywhere in the world. More than 40 business schools in 15+ countries use or used Negotiating International Business. Excerpts from the book became standard training material at the U.S. Air Force Culture and Learning Center and the U.S. Marine Corps’ Center for Advanced Operational Culture Learning.
Why? Because Negotiating International Business is the comprehensive reference guide in its field and provides answers to crucial questions: How is negotiating internationally different from doing so in domestic settings? How do I introduce myself and start right? What will make me effective in a given country? Which negotiation techniques can I use and which ones could be counterproductive? How do I effectively build relationships with foreign counterparts? How much after-work socializing is expected? What do female negotiators need to know? ...
The 2017 edition of Negotiating International Business includes numerous updates and corrections. In addition, it covers three newly added countries: Iran, the United Arab Emirates, and Vietnam. This is your dependable resource for global negotiation success !

Lothar Katz is an internationally recognized expert, leadership coach, advisor, author and academic lecturer in the field of international business. A former Vice President and General Manager with a Fortune 200 company, he managed world-wide business units and worked with international customers, suppliers, partners and employees, conducting negotiations and winning business around the world. Since 2004, he has helped clients around the globe maximize their business success.