PMFORUM Breaking News
Breaking News in the Project Management World
Monday, June 16, 2008
New book by Lothar Katz on Principles of Negotiating International Business
Principles of Negotiating International Business is a new book by Lothar Katz that teaches critical knowledge and skills that global business negotiators need to be successful. Published by BookSurge, an Amazon.com publishing house, Principles of Negotiating International Business is now available from Amazon.com and many other book stores
How is negotiating internationally different from negotiating in a domestic setting? How do I introduce myself and start right? What will make me effective when negotiating across cultural barriers? Which negotiation techniques can I use and which ones could be counterproductive? How do I effectively build relationships with my foreign counterparts? How much after-work socializing is expected and even necessary? What is expected of female negotiators?
Principles of Negotiating International Business answers these and other questions, sharing knowledge and teaching skills for global business negotiators. The author explains fundamental aspects of international business negotiations, explores how culture-specific expectations and practices affect business interactions, and presents numerous common and exotic techniques that negotiators anywhere in the world use.
Part I introduces fundamental aspects of international business negotiations that are vital to know. Culture impacts negotiations and negotiators must know how members of a given cultural group prefer to negotiate. You will learn how to prepare, how to build relationships, establish respect, communicate orally and non-verbally, set up and conduct initial meetings, conduct negotiations, close agreements and contracts, and much more. Case examples of successful and failed negotiations serve to illustrate the key principles covered in this part.
Part II lists more than 40 techniques that negotiators around the world frequently employ. Whether you are collaborating with a well-known international counterpart or fiercely negotiating with an aggressive person you just met for the first time, you will learn how to use each technique effectively and how you can counter it in ways that strengthen your negotiating position. In addition, the author explains the cultural context of each negotiation technique: who uses it, who will likely not use it, where and when it may work well, and when it may be dangerous to use.
Lothar Katz is an international business advisor and former Fortune 200 executive who has worked with customers, suppliers, partners and employees around the world. He is the president of Leadership Crossroads, an International Business Management consultancy helping clients maximize their global success. A former Vice President and General Manager with Texas Instruments, he has led world-wide business units and worked with international customers, suppliers, partners and employees, conducting negotiations and winning business in numerous countries around the world. Mr. Katz has helped corporations and other organizations in many countries grow their global competence and international business. Born and raised in Europe, Lothar teaches or has taught at several business schools in the United States. Currently an adjunct professor in the Graduate Program for Project Management in the School of Management at the University of Texas at Dallas, Lothar teaches the popular workshop “Managing Projects Across Borders” with Sue Freedman, PhD. For information on these workshops, visit ManagingProjectsAcrossBorders.com.
Principles of Negotiating International Business answers these and other questions, sharing knowledge and teaching skills for global business negotiators. The author explains fundamental aspects of international business negotiations, explores how culture-specific expectations and practices affect business interactions, and presents numerous common and exotic techniques that negotiators anywhere in the world use.
Part I introduces fundamental aspects of international business negotiations that are vital to know. Culture impacts negotiations and negotiators must know how members of a given cultural group prefer to negotiate. You will learn how to prepare, how to build relationships, establish respect, communicate orally and non-verbally, set up and conduct initial meetings, conduct negotiations, close agreements and contracts, and much more. Case examples of successful and failed negotiations serve to illustrate the key principles covered in this part.
Part II lists more than 40 techniques that negotiators around the world frequently employ. Whether you are collaborating with a well-known international counterpart or fiercely negotiating with an aggressive person you just met for the first time, you will learn how to use each technique effectively and how you can counter it in ways that strengthen your negotiating position. In addition, the author explains the cultural context of each negotiation technique: who uses it, who will likely not use it, where and when it may work well, and when it may be dangerous to use.
