What languages are used in Ukraine?
What should women expect and how can they be effective negotiators in Saudi Arabia?
What negotiating ploys are most commonly used by Chinese, and what are the best ways to counter and deal with them?
What should you expect in relationship building in Pakistan?
What is the culture of France and how does it impact negotiations?
Lothar Katz uses his extensive experience working internationally to produce a useful reference guide, Negotiating International Business (BookSurge, 2006). He answers all of the above questions, and more, for 50 countries.
I found the country information useful, succinct, on the mark, and easy to reference. The section on negotiating tactics and countering tactics was helpful as well.
The initial section on culture starts a little slowly and may be a little academic for some readers, but when the culture section begins some case examples, the tempo picks up. The illustration on page 11 speaks volumes on the time spent on various phases of deal making by different cultures -- and one I asked permission to use here and in my work with international sales.
Click the image on the right to enlarge it.
This "print on demand" book is offered through Amazon.com (the print on demand publisher, BookSurge, is part of Amazon).
Copyright 2006 Traction. You may distribute so long as attribution is given to Traction and a web link is used.