How to Negotiate Anything with Anyone, Anywhere Around the World Paperback – Sep 1 1997
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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.
" ""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"See all Product Description
Top Customer Reviews
At last, is good "general overview" reference book; but basically most usefull if you are an american citizen (and is not complete).
Most Helpful Customer Reviews on Amazon.com (beta)
After that you get good, but generic negotiation tips. Then you have cultural data which is interesting, and can be found anywhere, but it isn't the kind of helpful I expected. I'll give you an example.
I'm traveling to Turkey later this year, which is why I picked up this book. I contacted the individuals organizing an event where I would speak and train. I gave them my pricing and was shocked to find their "budget" was only 1/3rd of my asking price. The book talks about how much coffee the Turkish people drink and how they'll smoke a great deal. Interesting, not really useful.
So I contacted someone who said speak with this friend who was a missionary there for 12 years. Called him and explained my situation. First thing he says is "This culture LIVES to negotiate. They always start negotiating at 1/3 of your price. So you need to approach a conversation knowing that or you're in trouble (i.e., can lost a lot of money) because your starting points are so far apart.
This is the type of information that would have helped me. The cultural information is highly valuable. It's just not unique to the title, which is essentially the PROMISE made by this book.
I categorize my book decisions and rate this book like this: Worth picking up at the library and browsing. You don't have to have it sitting on your shelf.
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!
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