Overview

Few areas present greater challenges and pitfalls than negotiating across cultures. Differing views of acceptable practices and misguided assumptions about a counterpart’s intentions may not only cause friction, they may result in unfavorable or lost deals. In this presentation, Lothar Katz, author of Negotiating International Business – The Negotiator’s Guide to 50 Countries Around The World, discusses the cultural and economic factors that influence attitudes, styles, and bargaining practices and provides clear negotiation do’s and don’ts.  Katz covers how to adjust your negotiation style and timing to an international environment; how to deal with unusual negotiation techniques; how to build relationships with your foreign counterparts and speed up the negotiation process; how to avoid conflict around ethical and cultural disagreements and, how to confirm agreement and close dependable contracts.
(42 slides)

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