Table of Contents

The New Focus on Knowledge, Communication, and Creativity - Part I: Yes, Cultural Matters - Adam Smith, John Wayne, and the American Negotiating Style - What's So Different about Cultures Anyway? - Culture's Influence on Management Style and Business Systems - Cultural Differences in Negotiation Style - Beyond National Culture, Other Important Matters - Part II: The Global Negotiation -- A Creative Process - Intelligence Gathering - Designing Rich Knowledge Flows, the Confluence of Timing, Technology, and Place - Vis-a-vis Communications - Continuing Innovation after Negotiations - Part III: Country/Culture Specifics - Negotiating with the Complex, Imaginative Indian - Negotiating with Mexicans - The Chinese Negotiation Style - Part IV: Looking to the Future - Globalization x Negotiation = Innovation2

About the Author

John Graham is a consultant and Professor of International Business at The Paul Merage School of Business, University of California, Irvine. He lives in Irvine, California. William Hernandez Requejo is president of Requejo Consulting, Inc., an international management consulting firm. He lives in Santander, Spain and Irvine, California.

Reviews

'Global Negotiation: The New Rules, is a great guide to driving thoughtful, productive negotiations across borders.' - Michael Delman, Corporate Vice President, Microsoft Corporation 'My work is hands-on. We negotiate multinational transactions all the time. In doing so, John Graham and William Hernandez Requejo's book will be instrumental in assisting us to better understand the dynamic nature of global negotiations. It is a necessary book for those that seek to be competitive in the international arena.' - Jose Luis de Mora Gil-Gallardo, Corporate Development, Banco Santander 'In an ever shrinking and fiercely competitive world, this book provides the reader with up-to-date rules of engagement for successful negotiations.' - Manuel Junco, Sr. Vice President, Downstream Business Line for Fluor Daniel 'In today's business world, cultural misunderstandings can be deal killers. Global Negotiations: The New Rules gives executives the tools they need to navigate difficult waters. John Graham and William Hernandez Requejo have filled this volume with crisp, actionable advice that will lead to creative business partnerships and build success in international markets.' - Bill Amelio, CEO, Lenovo Computers 'For many American businessmen, learning and understanding the principles of successful international negotiations is a daunting and seemingly impossible challenge. This book is helpful in providing useful insights and guidelines. It will become an important resource tool for not only beginners but also experienced veterans in dealing with the cultural and strategic nuances in cross-border negotiations. It is a must read.' - Dean Yoost, retired Senior Partner at PricewaterhouseCoopers