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How to Negotiate Anything with Anyone Anywhere Around the World Third Edition PAGE i . 16747$ $$FM 02-12-08 14:29:16 PS Also by Frank Acuff Shake Hands with the Devil: How to Master Life’s Negotiations from Hell PAGE ii . 16747$ $$FM 02-12-08 14:29:17 PS American Management Association New York • Atlanta • Brussels • Chicago • Mexico City • San Francisco Shanghai • Tokyo • Toronto • Washington, D.C. Third Edition Frank L. Acuff How to Negotiate Anything with Anyone Anywhere Around the World PAGE iii . 16747$ $$FM 02-12-08 14:29:17 PS Special discounts on bulk quantities of AMACOM books are available to corporations, professional associations, and other organizations. For details, contact Special Sales Department, AMACOM, a division of American Management Association, 1601 Broadway, New York, NY 10019. Tel: 212-903-8316. Fax: 212-903-8083. E-mail: specialsls@amanet.org Web site: www.amacombooks.org/go/specialsales To view all AMACOM titles go to: www.amacombooks.org This publication is designed to provide accurate and authoritative information in regard to the subject matter covered. It is sold with the understanding that the publisher is not engaged in rendering legal, accounting, or other professional service. If legal advice or other expert assistance is required, the services of a competent professional person should be sought. Library of Congress Cataloging-in-Publication Data Acuff, Frank L. How to negotiate anything with anyone anywhere around the world / Frank L. Acuff.—3rd ed. p. cm. Includes bibliographical references and index. ISBN 978–0-8144–8066–3 (pbk.) 1. Negotiation in business. 2. International business enterprises—Management. I. Title. II. Title: Negotiate anything with anyone anywhere around the world. HD58.6.A27 2008 302.3—dc22 2007052599 ᭧ 2008 Frank L. Acuff All rights reserved. Printed in the United States of America. This publication may not be reproduced, stored in a retrieval system, or transmitted in whole or in part, in any form or by any means, electronic, mechanical, photocopying, recording, or otherwise, without the prior written permission of AMACOM, a division of American Management Association, 1601 Broadway, New York, NY 10019. Printing number 10987654321 PAGE iv . 16747$ $$FM 02-12-08 14:29:17 PS To my children, Kristin and Ryan, both tough negotiators PAGE v . 16747$ $$FM 02-12-08 14:29:17 PS PAGE vi This page intentionally left blank Contents Preface ix Acknowledgments xi ONE: GLOBAL NEGOTIATING 1 1 Negotiating in Any Language: How Negotiations Work 5 TWO: HOW GLOBAL NEGOTIATIONS WORK 17 2 What Makes Global Negotiations Different? 21 3 Ten Powerful 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 in Western Europe 77 Negotiating Primers for Austria (80); Belgium (83); Denmark (85); Finland (88); France (91); Germany (94); Greece (97); Ireland (100); Italy (102); the Netherlands (105); Norway (108); Portugal (111); Spain (114); Sweden (117); Switzerland (120); and the United Kingdom (123) PAGE vii vii . 16747$ CNTS 02-12-08 14:29:26 PS viii Contents 6 Negotiating in Eastern Europe 127 Negotiating Primers for the Czech Republic (130); Hungary (132); Kazakhstan (135); Poland (138); Romania (140); Russia (143); Turkey (146); and Ukraine (149) 7 Negotiating in Latin America 153 Negotiating Primers for Argentina (157); Brazil (159); Chile (163); Colombia (165); Costa Rica (168); Cuba (171); Ecuador (174); Guatemala (177); Mexico (180); Peru (183); and Venezuela (186) 8 Negotiating in North America 190 Negotiating Primers for Canada (196) and the United States (199) 9 Negotiating in the Middle East and North Africa 203 Negotiating Primers for Algeria (207); Egypt (210); Israel (213); Kuwait (215); Morocco (219); Saudi Arabia (222); and the United Arab Emirates (226) 10 Negotiating in Asia and the Pacific Rim 231 Negotiating Primers for Australia (236); China (239); Hong Kong, China (243); India (246); Indonesia (250); Japan (252); Malaysia (256); New Zealand (259); Pakistan (261); Philippines (264); Singapore (266); South Korea (269); Sri Lanka (272); Taiwan (275); Thailand (279); and Vietnam (281) 11 Negotiating in Sub-Saharan Africa 285 Negotiating Primers for Nigeria (287); South Africa (290); and Zimbabwe (293) References 297 Index 299 About the Author 307 PAGE viii . 16747$ CNTS 02-12-08 14:29:26 PS Preface This book is for the person in the trenches, who needs practical guidelines to get the very best deal possible with people and organizations that have very different backgrounds and experiences. This book is for the practitioner—for the person who faces an international negotiating challenge and who perhaps should have done his or her homework earlier, but didn’t. I wrote this book largely from a ‘‘lessons-learned’’ perspective: These are the kinds of things I wish someone had told me before I entered into global negotiations. If you will be interacting with people from different cultures in either busi- ness or travel, this book is for you. If you find that you are uncomfortable in dealing with people from different cultures and want to understand why, this book is for you. Or, if you are an experienced negotiator who is getting less- than-excellent results from your international negotiations, this book is for you. This book is for anyone who works or travels abroad, and for those who must deal with people in their own country who have recently come from other coun- tries. It is for managers, sales representatives, marketers, traders, diplomats, military personnel, attorneys, entrepreneurs, and other professionals whose suc- cess will depend on their ability to influence others. Objectives This book has four main objectives: 1. To help you to avoid the typical mistakes and pitfalls of international negotiating PAGE ix ix . 16747$ PREF 02-12-08 14:29:30 PS . Francisco Shanghai • Tokyo • Toronto • Washington, D.C. Third Edition Frank L. Acuff How to Negotiate Anything with Anyone Anywhere Around the World PAGE iii. 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