Negotiation Preparation in a Global World

Negotiation Preparation in a Global World guides the reader through a series of issues to consider in building international and intercultural business negotiation skills.

1. Failures and Negotiation Nightmares 2. The Role of Perception: When I look through your glasses, everything is blurry 3. Emotions: Emotional Garbage: Sorting through the impact of emotion on the negotiation process 4. Communication Incompetency, Deficiencies and Miscommunication: I hear what you are saying, do you hear how you sound? 5. Contracts' Role in Chaos Prevention 6. Culture: Behavior, Beliefs and Breakdowns-Why can't you just do it may way? 7. Strategies and Other Failed Plans: Exploring Strategy and Tactics from an Intercultural Perspective 8. Alternative Dispute Resolution (ADR) 9. OOPS: Opportunity, Outcomes, People, and Success