World-Class Negotiating

Presents the skills, tactics, styles, and strategies every negotiator needs to compete in the international marketplace. Based on seminars conducted in 22 countries and packed with real-life examples and fascinating anecdotes, it shows how to negotiate anything, anywhere. Explains the six stages of negotiation and contains a compendium of 73 tactics and countermeasures, including consideration of how differing cultural assumptions affect the negotiation process.