How to negotiate worldwide - Donald W. Hendon

The ability to operate effectively in different cultures is becoming a necessity for more and more business people. And the rewards of knowing how to negotiate in the markets of the world can be enormous. This book is based on the experiences of thousands of managers who have attended the seminars run by the authors in more than twenty countries. From it you will learn: - - ? how changing conditions affect the way people negotiate - ? the distinct stages of negotiation - ? the price concession patterns preferred by executives from fifteen different countries - ? how to observe, interpret and use non-verbal behaviour across a range of cultures - ? the seventy-three favourite tactics chosen by executives from eleven countries - and how to counter them. - - With anecdotes, case studies, exercises, checklists and a cultural self-awareness questionnaire, here is a book that actively involves the reader. If you are one of the increasing number of managers who expect to deal with, work with, or live among members of different cultures, then this is the book for you.