by Acuff, Frank L. (New Expanded Edition) 1997, 1993

PREFACE --- the overall approach starts with a review of the negotiations process as a whole, regardless of culture:

      [1] What to look for in other cultures

      [2] How these cultural factors affect negotiations

      [3] Problems faced by global negotiators

      [4] How to deal with your boss

      [5] How to be prepared for the phases of international adjustment

      [6] The term refers to "The Other Side" in the negotiation.

PART 1) World class negotiating --- key aspects of the negotiation process and
the significance of global negotiations (p1-36)

    1) The global negotiating imperative (p3-16)

    2) Negotiating in any language --- how negotiations work (p17-36)

      [1] Negotiation defined (p18-19)

      [2] The importance of a "win-win" strategy and attitude is critical
      since it is the practical as well as the wonderful, kind
      thing to do!

      You can achieve more of what you want in two key ways:

        (1) Meet the needs of "The Other Side" by
        concentrating on the "What's in it for them."

        (2) Focus on interests and not positions since positions
        are almost always unresolvable and since interests helps
        you access the real needs of "The Other Side."

        Achieving a "Win-Win" outcome can be especially difficult
        in global business negotiations, since the different cultural backgrounds
        of negotiators may cause them to bring different expectations to the
        bargaining sessions, create stereotypes of "The Other Side" and develop a
        climate of suspicion or distrust.

        [3] The stages of negotiation --- in both domestic and international
        negotiations, there are SIX STAGES through which negotiations proceed: (p22-26)

          (1) Orientation and fact-finding
          (2) Resistance
          (3) Reformulation of strategies
          (4) Hard bargaining and decision making
          (5) Agreement --- creating the "mutually agreed-upon" deal
          (6) Follow-up --- used as an opportunity for "relationship building"

        [4] Planning your negotiation is a FOUR STEP PROCESS that must be
        applied to both your side and because you must:

          (1) Identify all the issues by brainstorming (being "postjudicial" rather
          than "prejudicial," thereby allowing a free flow of ideas that could
          arise during the negotiations, for both your side and "The Other Side"

          (2) Prioritize the issues for both sides which will be an "estimate" as
          to the priorities of with emphasis on the needs of the "The Other Side"

          (3) Establish a "settlement range" by defining the areas within which
          agreement is possible such as maximum supportable position, what
          I'm really asking, least acceptable agreement (your "bottom line"), and
          your deal breaker or the condition under which an agreement cannot
          be reached.

          (4) Develop strategies and tactics that help you achieve your goals and
          that meet the needs of "The Other Side"

          What is the "zone of doability" within the settlement range?

          How you can prepare the settlement range prior to the negotiation.

          How you can establish credible or effective reasons for
          movement within the settlement range.

        [5] What it takes to close a deal --- you can achieve good feelings and
        solutions by emphasizing all three crucial aspects of negotiation

          (1) Satisfy logical needs

          (2) Satisfy emotional needs

          (3) Convince (The Other Side) that you are at your bottom line
PART 2) How global negotiations work --- the unique aspects of global negotiations
and the practical strategies essential to solve the most difficult problems (p37-112)

    3) What makes global negotiations different? (p39-67)

    There are SIX WAYS for you to counteract negotiating games or UNFAIR TACTICS:

      [1] Don't use them yourself!

      [2] Recognize them when uses them

      [3] Explicitly point them out and negotiate about their use by establishing "rules of the game"

      [4] Know the cost of walking out if the other party refuses to negotiate fairly

      [5] Recognize that tactics that may appear unfair to you may be acceptable
      to people from another "culture" --- but remember that "A tactic perceived is no
      longer a tactic"
      (Herb Cohen, author of the book "You Can Negotiate Anything").

      [6] Recognize that tactics that may appear "fair" to you may be unacceptable to
      people from another culture.

    4) World-class negotiating strategies (p68-94)

    5) The six most difficult problems faced by international negotiators ---
    and how to deal with them (p95-112)

PART 3) Negotiating around the world --- an intercultural journey to 57 countries
with specific guidelines, called "Negotiating Primers," for anywhere in the
world (p113-374)

    6) Negotiating around the world (p119-181)

    7) Negotiating in Eastern Europe (p182-208)

    8) Negotiating in Latin America (p209-251)

    9) Negotiating in North America (p252-268)

    10) Negotiating in the Middle East and North Africa (p269-296)

    11) Negotiating in Asia and the Pacific rim (p297-359)

    12) Negotiating in Sub-Saharan Africa (p360-374)
REFERENCES (p375-376)

INDEX (p377-384)


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