How To Negotiate Anything With Anyone

Negotiate Anything with Anyone Anywhere Around the World
How to
Third Edition

Also by Frank Acuff
Shake Hands with the Devil: How to Master Life’s Negotiations from Hell

Negotiate Anything with Anyone Anywhere Around the World
How to
Third Edition

Frank L. Acuff

American Management Association
New York • Atlanta • Brussels • Chicago • Mexico City • San Francisco Shanghai •Tokyo • Toronto • Washington, D.C.

Special discounts on bulk quantities of AMACOM books are available to corporations, professional associations, and other organizations. For details, contact Special Sales Department, AMACOM, a division of American Management Association, 1601 Broadway, New York, NY 10019. Tel: 212-903-8316. Fax: 212-903-8083. E-mail: specialsls@amanet.org Web site:www.amacombooks.org/go/specialsales To view all AMACOM titles go to: www.amacombooks.org This publication is designed to provide accurate and authoritative information in regard to the subject matter covered. It is sold with the understanding that the publisher is not engaged in rendering legal, accounting, or other professional service. If legal advice or other expert assistance is required, the services ofa competent professional person should be sought.

Library of Congress Cataloging-in-Publication Data Acuff, Frank L. How to negotiate anything with anyone anywhere around the world / Frank L. Acuff.—3rd ed. p. cm. Includes bibliographical references and index. ISBN 978–0-8144–8066–3 (pbk.) 1. Negotiation in business. 2. International business enterprises—Management. I. Title. II. Title:Negotiate anything with anyone anywhere around the world. HD58.6.A27 2008 302.3—dc22 2008 Frank L. Acuff All rights reserved. Printed in the United States of America. This publication may not be reproduced, stored in a retrieval system, or transmitted in whole or in part, in any form or by any means, electronic, mechanical, photocopying, recording, or otherwise, without the prior written permission ofAMACOM, a division of American Management Association, 1601 Broadway, New York, NY 10019. Printing number 10 9 8 7 6 5 4 3 2 1 2007052599

To my children, Kristin and Ryan, both tough negotiators

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Contents

Preface Acknowledgments

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O N E : G L O B A L N E G O T I AT I N G
1 Negotiating in Any Language: How Negotiations Work

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TWO:HOW G LOBAL N EGOTIATIONS WORK
2 What Makes Global Negotiations Different? 3 Ten Powerful Strategies for Negotiating Around the World 4 The Four Most Difficult Challenges Faced by Global Negotiators (and How to Deal with Them)

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THREE: NEGOTIAT ING AROUND THE WORLD
5 Negotiating in Western Europe Negotiating Primers for Austria (80); Belgium (83); Denmark (85); Finland (88);France (91); Germany (94); Greece (97); Ireland (100); Italy (102); the Netherlands (105); Norway (108); Portugal (111); Spain (114); Sweden (117); Switzerland (120); and the United Kingdom (123)
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C on te nt s

6 Negotiating in Eastern Europe Negotiating Primers for the Czech Republic (130); Hungary (132); Kazakhstan (135); Poland (138); Romania (140); Russia (143); Turkey(146); and Ukraine (149) 7 Negotiating in Latin America Negotiating Primers for Argentina (157); Brazil (159); Chile (163); Colombia (165); Costa Rica (168); Cuba (171); Ecuador (174); Guatemala (177); Mexico (180); Peru (183); and Venezuela (186) 8 Negotiating in North America Negotiating Primers for Canada (196) and the United States (199) 9 Negotiating in the Middle East and North AfricaNegotiating Primers for Algeria (207); Egypt (210); Israel (213); Kuwait (215); Morocco (219); Saudi Arabia (222); and the United Arab Emirates (226) 10 Negotiating in Asia and the Pacific Rim Negotiating Primers for Australia (236); China (239); Hong Kong, China (243); India (246); Indonesia (250); Japan (252); Malaysia (256); New Zealand (259); Pakistan (261); Philippines (264); Singapore (266); South...