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Global Negotiation : The New Rules - John L. Graham

Hardcover

Published: 4th March 2008
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Each year American executives make nearly eight million trips overseas for international business. In the process, they leave billions of dollars on the negotiation table. Global Negotiation provides critical tools to help businesspeople save money (and face) when negotiating across cultural divides. Drawing on their more than 50 combined years of experience, as well as extensive field research with over 2000 business people in 21 different cultures, John L. Graham and William Hernández Requejo have discovered how to create long-lasting commercial relationships around the world. The authors provide a rare combination of practical insight and illuminating anecdotes, and offer examples from well-known companies such as Toyota, Ford, Intel, AT&T, Rockwell, Boeing, and Wal-Mart.

'Global Negotiation: The New Rules, is a great guide to driving thoughtful, productive negotiations across borders.' - Michael Delman, Corporate Vice President, Microsoft Corporation 'My work is hands-on. We negotiate multinational transactions all the time. In doing so, John Graham and William Hernandez Requejo's book will be instrumental in assisting us to better understand the dynamic nature of global negotiations. It is a necessary book for those that seek to be competitive in the international arena.' - Jose Luis de Mora Gil-Gallardo, Corporate Development, Banco Santander 'In an ever shrinking and fiercely competitive world, this book provides the reader with up-to-date rules of engagement for successful negotiations.' - Manuel Junco, Sr. Vice President, Downstream Business Line for Fluor Daniel 'In today's business world, cultural misunderstandings can be deal killers. Global Negotiations: The New Rules gives executives the tools they need to navigate difficult waters. John Graham and William Hernandez Requejo have filled this volume with crisp, actionable advice that will lead to creative business partnerships and build success in international markets.' - Bill Amelio, CEO, Lenovo Computers 'For many American businessmen, learning and understanding the principles of successful international negotiations is a daunting and seemingly impossible challenge. This book is helpful in providing useful insights and guidelines. It will become an important resource tool for not only beginners but also experienced veterans in dealing with the cultural and strategic nuances in cross-border negotiations. It is a must read.' - Dean Yoost, retired Senior Partner at PricewaterhouseCoopers

Acknowledgmentsp. vii
Introduction: The New Focus on Knowledge, Communication, and Creativityp. 1
Yes, Culture Matters
Adam Smith, John Wayne, and the American Negotiation Stylep. 17
What's So Different about Cultures Anyway?p. 33
Culture's Influence on Management Style and Business Systemsp. 51
Cultural Differences in Negotiation Stylep. 69
Beyond National Culture and Other Important Mattersp. 91
Global Negotiation: A Creative Process
Intelligence Gatheringp. 113
Designing Rich Knowledge Flows: The Confluence of Timing, Technology, and Placep. 129
Vis-a-vis Communicationsp. 159
Continuing Innovation after Negotiationsp. 179
Country/Culture Specifics
The Indian Negotiation Stylep. 193
The Mexican Negotiation Stylep. 205
The Chinese Negotiation Stylep. 217
Looking to the Future
Globalization x Negotiation = Innovation[superscript 2]p. 233
Notesp. 253
Indexp. 259
Table of Contents provided by Ingram. All Rights Reserved.

ISBN: 9781403984937
ISBN-10: 140398493X
Audience: Professional
Format: Hardcover
Language: English
Number Of Pages: 263
Published: 4th March 2008
Country of Publication: US
Dimensions (cm): 23.11 x 16.0  x 2.54
Weight (kg): 0.57
Edition Number: 1