Successful International Negotiations

This book describes how international negotiations can be conducted in a structured, professional and effective manner. It also offers recommendations based on examples of successful negotiations from both economically leading countries such as the USA, China and Japan, as well as smaller countries such as the Netherlands, Israel and Morocco. Providing practically relevant experiences from middle and top management positions in different business sectors, the contributors focus on all elements of negotiations, spanning from preparation, execution, strategies and tactics to non-verbal communication and psychological factors. Moreover, the chapters offer detailed introductions to more than 25 countries around the globe, which can be used as a reference guide to doing business in the specific contexts.

Autorentext

Marc Helmold is a professor at the iubh International University (IUBH) at the campus in Berlin. He teaches Bachelor, Master and M.B.A. students in negotiations in the international context, performance management and supply chain management. From 2010 until 2017 he had several positions as the head of supply chain management and procurement in the market leader in the railway industry. In 2016 he has been appointed professor at the iubh in Berlin.

Tracy Dathe is a freelance business advisor and lecturer in the fields of financial management and international communication. She owes her expertise in international cooperation not least to her practical experience in the industry. From 2012 to 2016, as CFO of an automotive spare part manufacturer, she was responsible for general commercial management at the German headquarter, as well as for the subsidiaries in China, France, Italy, Sweden, the Czech Republic, Turkey and the USA.

Florian Hummel is a professor at the iubh International University (IUBH) at the campus in Berlin. He focusses on hospitality and strategic management. In addition to this function he was the academic leader for the northern university locations in Germany. In 2018 he was assigned pro-rector for diversity and internationalization at the iubh University.

Brian Terry is an academic at Regent's University London and director at his own management consultancy. His expertise lies in supply chain management, IT and business process outsourcing. He has worked throughout the world, including North and South America, Western Europe, Japan and Australia.

Jan Pieper is a professor of business economics & FDI advisor at the iubh university. He received his PhD in economics at Zürich University.

Inhalt
Best-in-Class Negotiations in the International Context.- Prisoners' Dilemma and Negotiation Types.- Competencies and Criteria for Successful Negotiations.- Negotiations as Integral Part of the Corporate Strategy.- Negotiation Execution.- Negotiation Concepts.- Negotiations in Different Cultures and Internationalisation.- Business Negotiations in Industry.- A-6 Concept for Successful International Negotiations.- Nonverbal Communication.- Tools for Negotiations.- Outsourcing Negotiations.- Negotiations in the Global Economy.- Negotiation in Companies with Financial Difficulties.- Negotiations in the Service Industry.- Negotiations in Project Management.- Negotiations in Different Countries.- Negotiations in Europe.- Negotiations in the Americas.- Negotiations in Japan, China and Asia-Pacific.- Negotiations in Arabic Countries and the Middle East.- Negotiations in Africa.