International negotiation
Negotiation practices are not as universal as people tend to believe. In fact, it is important to know how to adapt your behavior to the cultural context of the counterpart.
With increasing globalization, it would be easy to think that business practices are moving toward convergence. Specifically, the rising predominance of English as a common language could imply that the world is progressively adopting more “international” negotiation strategies, largely based on the North American model.
“Negotiating Globally” refutes this idea. The author demonstrates the profound influence of culture on supposedly universal techniques. The book also suggests that readers adapt their negotiation tactics to the culture of those on the other side of the table. Helpful tips are provided on how to handle three types of situations, i.e. negotiating contracts, resolving conflicts and managing multicultural teams.
In addition to describing negotiation techniques, this book makes a unique contribution by providing a detailed analysis of how cultural differences influence negotiation behavior.
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Negotiate while protecting the relationship over time
A successful negotiation is foremost one that leads to implementing an acceptable agreement for each of the parties involved. How can you pursue your interests whilst protecting a constructive relationship with the other party?
