Book Reviews: Negotiating Globally
Thursday, January 15th, 2009
How to negotiate anything with anyone anywhere around the world by Frank L. Acuff, Amacom, 3rd ed., 2008.
After a brief discussion of the basics of negotiation, this book discusses how to greet, communicate and negotiate with people in 62 countries worldwide. This book also includes a brief summary of the business climate in 7 regions of the world.
Global negotiation : the new rules by William Hernandez Requejo and John L. Graham, Palgrave, 2008.
In this practical book, Requejo and Graham lay the groundwork for sustainable business relationships worldwide. The first part of this book discusses the multiple ways cultural differences in values and communication styles can cause misunderstandings between otherwise positively disposed business partners. The authors then discuss their model of global negotiation that includes intelligence gathering, communication and creativity. The last part of the book focuses on Indian, Chinese and Mexican negotiation styles.
© Reviewer: Meg Trauner & Ford Library – Fuqua School of Business. All rights reserved.