A Short Course in
International Negotiating

Jeffrey Edmund Curry, M.B.A., Ph.D.
ISBN 1-885073-51-8
US$19.95
192 Pages

Product Overview

There is truth to the adage that "you get what you negotiate." And while many businesspeople are experts concerning their product or service, few take the time to learn basic negotiation skills. This book provides the foundation for successful international negotiations. Topics include:

  • role of the negotiator
  • choosing your negotiating team
  • site selection
  • buyer vs. seller strategies
  • sizing up your counterparts
  • managing the agenda
  • language and translators
  • negotiating techniques
  • negotiating styles of different cultures
  • negotiating strategies,
  • negotiating tactics
  • closing the deal
  • socializing and business

Whether buying a suitcase of sweaters in the Andes or negotiating a joint venture factory in China that will employ 3,000 workers, this book will prove to be invaluable.

Table of Contents

Chapter 1: The Role of the Chief Negotiator

Chapter 2: Choosing Your Team
Chapter 3: Who's Calling the Shots?
Chapter 4: Initiating Negotiations
Chapter 5: Sizing Up Your Counterparts
Chapter 6: The Function of Bias
Chapter 7: Site Selection
Chapter 8: The Agenda
Chapter 9: About Translators
Chapter 10: Negotiating Styles, Part 1 (Major Personal Styles)
Chapter 11: Negotiating Styles, Part 2 (Major Team Styles)
Chapter 12: Planning to Win
Chapter 13: Countering Personal Strategies
Chapter 14: Countering Team Strategies
Chapter 15: Tactics
Chapter 16: Closing the Deal
Chapter 17: Reporting Results
Chapter 18: Commitment to Results
Chapter 19: The Strain of Implementation
Chapter 20: Strategic Guidelines by Country
Chapter 21: Glossary
Chapter 22: Bibliography & References

About the Author

Jeffrey Edmund Curry, MBA, Ph.D., is a trade professional with years of experience leading trade missions and negotiating joint ventures between China, Vietnam, Russia and the U.S. He has taught management development, international finance and economics at the university level in both the U.S. and Vietnam. Mr. Curry is the author of Passport Vietnam, Passport Taiwan, and A Short Course in International Marketing.