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How to Negotiate Anything with Anyone Anywhere [Paperback]

Frank L. Acuff
4.5 out of 5 stars  See all reviews (4 customer reviews)

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Book Description

July 1 1997
This popular book has now been fully updated to reflect current geopolitical developments throughout the world. It also includes more country profiles -- over 50 in all -- that will truly be useful to anyone, anywhere.

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Product Description

From Publishers Weekly

Acuff's knowledge of local business practices worldwide and his familiarity with many different cultures, customs and national psychologies is impressive and will be helpful to those working abroad in business, diplomacy and the military. In this useful and entertaining guide, Acuff, a professonal negotiator, contends that each of 41 countries within six regions of the world economy and world investment networks calls for different and appropriate negotiating methods, pace and style--all clearly detailed in "Fast Fact" summaries and checklists for each nation. Attending to the manual's behavioral dos and don'ts (how deep to bow in Japan) and to sensitive topics of converation (religion in Saudi Arabia) should help reduce friction and misunderstanding in U.S. relations abroad.
Copyright 1992 Reed Business Information, Inc. --This text refers to an out of print or unavailable edition of this title.

Review

" ""With comprehensive background material on the histories, customs, and economies of numerous countries, this primer is a must for the business traveler.""

--Entrepreneur

""Acuff's knowledge of local business practices worldwide and his familiarity with many cultures, customs, and national psychologies is impressive and will be helpful to those working abroad in business, diplomacy, and the military. A useful and entertaining guide.""

--Publishers Weekly"


Inside This Book (Learn More)
First Sentence
At no time in history has there been so great a need for international negotiating skills-that is, for each negotiator to influence the other in positive, constructive ways. Read the first page
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Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
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Customer Reviews

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4.5 out of 5 stars
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Most helpful customer reviews
By A Customer
Format:Paperback
After reading this book, I am better able to discuss meaningful topics with members of other cultures. Now, instead of focusing primarily on American cultural views, I can shift the conversation to include many points of view (most important, the listener's)! I recently used the information I obtained from reading Acuff's book during a conversation with a woman from Nigeria. She was so surprised when I asked her if Americans made the mistake of calling her normal clothing, a costume. I was able to empathize with her and to discuss her frustration regarding that particular issue. We now talk every week! I highly recommend this book for both personal and professional growth. The author is down-to-earth and his real-life accounts are interesting and fun to read!
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5.0 out of 5 stars Extremely Informative July 15 2002
By A Customer
Format:Paperback
I read this book before traveling abroad and found many handy facts to help me in daily social situations. This book gives information on both business and social settings which I also found extremely helpful. Make sure to have a recent edition as country facts and norms seem to be constantly evolving. Easy read with a great touch of dry humor.
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5.0 out of 5 stars READ THIS BOOK Nov. 15 2001
By A Customer
Format:Paperback
Can be used for an in depth analysis of cultural norms around the world, or can be extremely handy as a quick reference before an important business trip or meeting. This book will put you one step ahead.
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0 of 1 people found the following review helpful
By Joal
Format:Paperback
Why only 3 stars?. Ok. Maybe is 4 and a half if you are an american citizen. The reason is beacause many of the information is recopiled from other sources. You can divide the book in 3 sections. One is like extract of an administrative course, like an MBA or something similar. The other are more a "common sense" recomendations, like "don't argue too much", "do not fight with your partner". Like mom's suggestions. And the last one (more than a half of the book) is like an adaptative version of the CIA factbook (avaible on Internet, and of course, up to date), where the author describes for each country a general overview of it, but never profundize on their culture or what about the relation with other country; only with the americans. Let me show you some examples: With my country (México) he suggest not to talk about or borders or the inmmigrants, but never talks about the religion, the political relation with other countries. There is no need to say that the author never talks about the culture, what kind of thinks hates or loves people form different cultures, how and why they act in some ways; he is like saying that japanese or the turkish are almost the same, only they likes somethings and dislikes other ones. He only talks like saying all the time: "(if you are an american)... do not argue with japanese about the relation with USA in the WWII". Welll.. What if I am not american?
At last, is good "general overview" reference book; but basically most usefull if you are an american citizen (and is not complete).
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Most Helpful Customer Reviews on Amazon.com (beta)
Amazon.com: 4.1 out of 5 stars  9 reviews
2 of 2 people found the following review helpful
5.0 out of 5 stars Good book Dec 20 2009
By Ryan Hansen - Published on Amazon.com
Format:Paperback
Taken with a grain of salt it's a great starting point for anyone interested in developing their negotiation skills.
2 of 2 people found the following review helpful
5.0 out of 5 stars Extremely Informative July 15 2002
By A Customer - Published on Amazon.com
Format:Paperback
I read this book before traveling abroad and found many handy facts to help me in daily social situations. This book gives information on both business and social settings which I also found extremely helpful. Make sure to have a recent edition as country facts and norms seem to be constantly evolving. Easy read with a great touch of dry humor.
2 of 2 people found the following review helpful
5.0 out of 5 stars READ THIS BOOK Nov. 15 2001
By A Customer - Published on Amazon.com
Format:Paperback
Can be used for an in depth analysis of cultural norms around the world, or can be extremely handy as a quick reference before an important business trip or meeting. This book will put you one step ahead.
3.0 out of 5 stars Outdated July 6 2012
By Mr. Philip D. Kessack - Published on Amazon.com
Format:Paperback|Verified Purchase
Book provided a good introduction to transnational considerations and focused on the uniqueness of each country's heritage and culture, but was outdated. Treatment of FCPA risks was very understated.
4.0 out of 5 stars Funny Book Aug. 4 2011
By Cornelia Lohs - Published on Amazon.com
Format:Paperback
Good and funny book. But the author is not quite right about Germany. As for conversation: Well, unlike the British, we do not use the weather as a conversation topic. The author is right when he says you should avoid talking about World War II, but we Germans just love to discuss politics. And we do not only discuss German politics!
And yes, we may seem unfriendly, but it's just our directness that makes us seem unfriendly in American eyes.

As for table manners: Do not only keep your hands on the table, but eat holding the fork in the left hand and the knife in the right.

Gender issues: It is not true that in Germany chauvinism is alive and well - at least I have never experienced it. Germans are not resistant to women working - more than 50% of German females work. Also, more and more women are in leading positions. Remember, Germany is governed by a woman!

Cornelia Lohs
German Journalist
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