Global Negotiations

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The document discusses key aspects of planning for and conducting successful global business negotiations. It covers understanding negotiation concepts and stages, identifying issues and priorities, developing strategies, closing deals, and factors like culture, communication styles, and decision-making approaches that vary significantly between regions and can impact negotiations. Specific regions discussed include Europe, Asia, Latin America, the Middle East, and Africa, highlighting differences in their pacing, individualism versus collectivism, formality, and other cultural characteristics to keep in mind. The document also provides tips for effective cross-cultural negotiation, like maintaining a win-win approach, building relationships, and adapting strategies to the local environment.

Technology Business

Book: ”How to Negotiate Anything with Anyone Anywhere around the World” Frank L. Acuff Articles and Sites: The Negotiation Academy – Europe www.mediate.com Beyond Intractability www.odr.info

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