영문목차
Contents
Preface ix
Acknowledgments xi
ONE: GLOBAL NEGOTIATING 1
1 Negotiating in Any Language:How Negotiations Work 5
TWO: HOW GLOBAL NEGOTIATIONS WORK 17
2 What Makes Global Negotiations Different? 21
3 Ten Powerful Strategies for Negotiating Around the World 39
4 The Four Most difficult Challenges Faced by Global Negotiators (and How to Deal with Them) 61
THREE: NEGOTIATING AROUND THE WORLD 71
5 Negotiating in Western Europe 77
6 Negotiating in Eastern Europe 127
7 Negotiating in Latin America 153
8 Negotiating in North America 190
9 Negotiating in the Middle East and North Africa 203
10 Negotiating in Asia and the Pacific Rim 231
11 Negotiating in Sub-Saharan Africa 285
References 297
Index 299
About the Author 307