InhaltsangabeContents Negotiating skills - Preparation and planning Getting acquainted Opening phase Main phase Agreement phase Asking questions The art of listening When things get tough Tables, graphs or charts Telephone negotiating Crosscultural negotiations Relation orientation Sociolinguistic influences Ngotiating internationally Local negotiation techniques Strategic negotiating framework Countryspecific negotiating Introduction China Czech Republic France India Italy Japan Netherlands Poland Russia Spain United Kingdom United States Crosscultural differences Practical reference Index

Sander Schroevers ist Spezialist im Bereich der internationalen Kommunikation. Er ist ein gefragter Sprecher auf internationalen Konferenzen und Seminaren und hat bereits zahlreiche Bücher auf dem Feld der europäischen Kommunikation herausgegeben. Gegenwärtig arbeitet er auch als Präsident des IECIE-Gremiums, dem Europäischen Institut für Internationale Unternehmenskommunikation (l'institut européen de communication internationale d'entreprise) in Paris.

Preparation and planningIn the first century, Cicero, the Roman philosopher and lawyer, wrote: "Ex praeparato, nil desperandum" - preparation reduces trouble. And his adage is still relevant today, because the more thoroughly a negotiation is prepared beforehand, the more likely it is possible to anticipate trouble that might influence a successful outcome.Experienced negotiators prepare by setting realistic objectives, and thinking about flexible scenarios toward different solutions. We used the word scenario because a negotiation is never a script, where the parties always know exactly what to say and when. - Script: one fixed conversation line Scenario: an imagined, projected or suggested sequence of events A scenario will be based around particular key items. Try to be as specific as possible, because unfortunately general objectives tend to render general results. Writing in English in advance will help you to prepare even better. The checklist below may prove a useful tool for developing your ideas for a scenario. Leseprobe

CONTENTS NEGOTIATING SKILLS - Preparation and planning - Getting acquainted - Opening phase - Main phase - Agreement phase - Asking questions - The art of listening - When things get tough - Tables, graphs or charts - Telephone negotiating CROSS-CULTURAL NEGOTIATIONS - Relation orientation - Sociolinguistic influences - Ngotiating internationally - Local negotiation techniques - Strategic negotiating framework COUNTRY-SPECIFIC NEGOTIATING - Introduction - China - Czech Republic - France - India - Italy - Japan - Netherlands - Poland - Russia - Spain - United Kingdom - United States - Cross-cultural differences PRACTICAL REFERENCE INDEX

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