The Global Dealmaker: Negotiating Successfully Anywhere in the World - Hardcover

Griffin, Trenholme J.; Daggatt, W.Russell

Hardcover

ISBN 10: 0887304346 ISBN 13: 9780887304347

Publisher: Harper Business, 1991

Synopsis

Negotiating internationally requires different skills and knowledge than negotiating nationally. This book combines negotiation strategy with a global perspective, offering insight into the range of negotiating styles characteristic of different national and corporate cultures worldwide. For instance, the Japanese place different values on trust and time. They consider it rude to make any sort of business decision without first cementing a good personal relationship. Covering the nuances of negotiating joint ventures, sourcing, technical licences and distributorship, the authors draw on their own experience negotiating international deals with major corporations such as Nike, American Express and IBM, and with companies in East Asia, Europe, Central and South America, Japan and the Soviet Union.

About this edition

• Publisher: Harper Business
• Publication date: 1991
• ISBN 10: 0887304346
• ISBN 13: 9780887304347
• Binding: Hardcover
• Number of pages: 256