... in- volve the other eight items relate to the return on investment, or the value added. The Importance of Win-Win, or Interest-Based, Negotiations Almost any book about negotiating written in the ... They are persistent. • They don’t know the meaning of the word no. They know that when we say no, we often mean maybe. • They are never embarrassed. • They often read us better than we read them. ... Strategies for Negotiating Around the World 39 4 The Four Most Difficult Challenges Faced by Global Negotiators (and How to Deal with Them) 61 THREE: NEGOTIATING AROUND THE WORLD 71 5 Negotiating...