Average Reviews:
(More customer reviews)I'm a professor who teaches negotiation, primarily to executive MBA's. I used this book as a text in a course I recently taught in Hong Kong with great success. I also intend to use it in negotiation courses in the US.
Knowing how to negotiate globally is an essential tool for the sucessful business man or women. This book, written in four sections, begins with an indepth look at why culture matters. The case is made not only through engaging examples but also with rich and recent supporting data. The second section on intelligence gathering and designing knowledge flows is excellent and is important information for any negotiator, global or domestic.
Although I use the text in a classroom setting; any business person who operates in the global economy should find the book extremely helpul in preparing for and succeeding in global negotiations.
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Each year American executives makenearly eightmillion trips overseas for international business. In the process, they leave billions of dollars on the negotiation table.Global Negotiationprovides critical tools to help businesspeople save money (and face) when negotiating across cultural divides. Drawing on their more than 50 combined years of experience, as well as extensive field research with over 2000 business people in 21 different cultures,John L.Graham and William Hernández Requejohave discovered how to create long-lasting commercial relationships around the world. The authors provide a rare combination of practical insight and illuminating anecdotes, and offer examples from well-known companies such as Toyota, Ford, Intel, AT&T, Rockwell, Boeing, and Wal-Mart.
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