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How to Negotiate Anything with Anyone Anywhere Around the World Paperback – Bargain Price, April 2, 2008

3.9 out of 5 stars 10 customer reviews

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Paperback, Bargain Price, April 2, 2008
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Editorial Reviews

From Publishers Weekly

Acuff's knowledge of local business practices worldwide and his familiarity with many different cultures, customs and national psychologies is impressive and will be helpful to those working abroad in business, diplomacy and the military. In this useful and entertaining guide, Acuff, a professonal negotiator, contends that each of 41 countries within six regions of the world economy and world investment networks calls for different and appropriate negotiating methods, pace and style--all clearly detailed in "Fast Fact" summaries and checklists for each nation. Attending to the manual's behavioral dos and don'ts (how deep to bow in Japan) and to sensitive topics of converation (religion in Saudi Arabia) should help reduce friction and misunderstanding in U.S. relations abroad.
Copyright 1992 Reed Business Information, Inc. --This text refers to an out of print or unavailable edition of this title.

Review

“With valuable insights and critical dos and don’ts, global business travelers would do well to keep this book tucked in their carry-on at all times.” —Houston Business Journal



“Acuff’s readable book is especially appropriate for business practitioners… Recommended.” —Choice



"As the title promises, author Frank Acuff pinpoints common negotiating mistakes and how to correct them. But what makes this book different is its inclusion of information on 63 different countries, their local customs and key negotiating pointers." --CareerBuilder.com

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Product Details

  • Paperback: 320 pages
  • Publisher: AMACOM; 3rd edition (April 2, 2008)
  • Language: English
  • ISBN-10: 0814480667
  • ASIN: B002KE5U2M
  • Product Dimensions: 8.9 x 6 x 0.9 inches
  • Shipping Weight: 1 pounds
  • Average Customer Review: 3.9 out of 5 stars  See all reviews (10 customer reviews)
  • Amazon Best Sellers Rank: #3,820,123 in Books (See Top 100 in Books)

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Customer Reviews

Top Customer Reviews

By A Customer on July 15, 2002
Format: Paperback
I read this book before traveling abroad and found many handy facts to help me in daily social situations. This book gives information on both business and social settings which I also found extremely helpful. Make sure to have a recent edition as country facts and norms seem to be constantly evolving. Easy read with a great touch of dry humor.
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By A Customer on November 15, 2001
Format: Paperback
Can be used for an in depth analysis of cultural norms around the world, or can be extremely handy as a quick reference before an important business trip or meeting. This book will put you one step ahead.
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Format: Paperback
Taken with a grain of salt it's a great starting point for anyone interested in developing their negotiation skills.
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Format: Paperback
The beginning of this work - chapter 2 - has 18 pages of useful information on the distinctions between negotiating here (the U.S.) and other countries.

After that you get good, but generic negotiation tips. Then you have cultural data which is interesting, and can be found anywhere, but it isn't the kind of helpful I expected. I'll give you an example.

I'm traveling to Turkey later this year, which is why I picked up this book. I contacted the individuals organizing an event where I would speak and train. I gave them my pricing and was shocked to find their "budget" was only 1/3rd of my asking price. The book talks about how much coffee the Turkish people drink and how they'll smoke a great deal. Interesting, not really useful.

So I contacted someone who said speak with this friend who was a missionary there for 12 years. Called him and explained my situation. First thing he says is "This culture LIVES to negotiate. They always start negotiating at 1/3 of your price. So you need to approach a conversation knowing that or you're in trouble (i.e., can lost a lot of money) because your starting points are so far apart.

This is the type of information that would have helped me. The cultural information is highly valuable. It's just not unique to the title, which is essentially the PROMISE made by this book.

I categorize my book decisions and rate this book like this: Worth picking up at the library and browsing. You don't have to have it sitting on your shelf.
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Format: Paperback
Good and funny book. But the author is not quite right about Germany. As for conversation: Well, unlike the British, we do not use the weather as a conversation topic. The author is right when he says you should avoid talking about World War II, but we Germans just love to discuss politics. And we do not only discuss German politics!
And yes, we may seem unfriendly, but it's just our directness that makes us seem unfriendly in American eyes.

As for table manners: Do not only keep your hands on the table, but eat holding the fork in the left hand and the knife in the right.

Gender issues: It is not true that in Germany chauvinism is alive and well - at least I have never experienced it. Germans are not resistant to women working - more than 50% of German females work. Also, more and more women are in leading positions. Remember, Germany is governed by a woman!

Cornelia Lohs
German Journalist
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