Negotiations in English

Contents

Vorwort

Negotiating skills

Preparation and planning

Getting acquainted

Opening phase

Main phase

Agreement phase

Asking questions

The art of listening

When things get tough

Tables, graphs or charts

Telephone negotiating

Cross-cultural negotiations

Relation orientation

Sociolinguistic influences

Negotiating internationally

Local negotiation techniques

Strategic negotiating framework

Country-specific negotiating

Introduction

China

Czech Republic

France

India

Italy

Japan

Netherlands

Poland

Russia

Spain

United Kingdom

United States

Cross-cultural differences

Practical reference

Index

Die Autoren