TITLE : BARGAINING ACROSS BORDERS: HOW TO NEGOTIATE BUSINESS SUCCESSFULLY ANYWHERE IN THE WORLD

Contents
 
Preface .....................................................vii
Acknowledgments ...............................................x
 
Part 1  On Doing Business Internationally
 
1.     Introduction ...........................................3
       "Know Thyself" .........................................4
       The Value of a Global Mind-Set over a Global
       Miscellany .............................................5
       Developing a Global Mind-Set ...........................8
       Our Secret Weapon: Our Multicultural Heritage ..........9
       The Importance of Behavioral Skills ...................11
       Effective International Behavior ......................12
       Empathic Versus Intellectual Understanding ............12
       Taking Control over the One Thing You Can Control .....14
       Preempting and Preventing Versus Prescribing ..........15
       Negotiation as Communication ..........................16
       Culture Is Nonnegotiable ..............................17
       How the Global Homecoming Exerciseso Work .............19
       Let's Agree on Some Terms .............................22
       The Plan of the Book ..................................24
 
2.     Some Basic Cross-Cultural Ground Rules ................26
       That Sinking Feeling ..................................26
       The Purpose of Cross-Cultural Information .............29
       "When in Rome. . ." ...................................33
       Increasing Your Options ...............................36
       Values, Attitudes, and Behavior .......................38
       Fact Versus Fancy .....................................40
       Cross-Cultural Crisscrossings .........................42
       Some Words on Language ................................54
       It's Not Always Cultural ..............................64
       Some Perennial Words of Wisdom ........................68
 
Part 2. Americans at the International Negotiating Table
3.     Individualism .........................................73
       What Is "American?" ...................................74
       On Being "American" ...................................76
       "God Helps Those Who Help Themselves" .................79
       The Lone Cowpuncher Versus the Tribe ..................81
       Individualism Versus Independence .....................84
       A Lesson in Latin Individualism .......................84
       Individualism at the Negotiating Table ................87
       The French Twist ......................................9O
       Individualism and Self-Determination ..................93
       The Squeaky Wheel Gets the Oil ........................93
       Individualism and Competition .........................94
       Individualism and Action ..............................96
       "Passive" as "Active" in Asia .........................97
       God Bless the Child Who Has "His" Own ................1OO
       Global Homecoming Exercise0 1: Individualism .........102
 
4.    Time
       Time Is Money ........................................105
       Timing Is Everything .................................108
       Time Warps ...........................................109
       Time Waits for No American ...........................111
       An Asian Time Capsule ................................113
       A Latin Time Capsule .................................114
       Monochronic Versus Polychronic Time ..................118
       "Progress Is Our Most Important Product" .............120
       Que Sera, Sera or Let's Live for Today ...............121
       The Almighty Deadline ................................122
       One Thing at a Time, Please ..........................129
       "Had We But World Enough, and Time" ..................135
       Time to Put Time to Work .............................138
       Global Homecoming Exercise 2: Time ...................143
 
5.    Americans, Love, and Money at the Negotiating
      Table .................................................145
      Now Be Sure to Stop by Whenever You're in the
      Neighborhood ..........................................145
      Our Special Relationship with Relationships ...........146
      The Unimportance of Relationship Building in American
      Business ..............................................151
      A Difference in Form as Well as Content ...............154
      Friendliness Versus Friendship ........................156
      Seeking Similarities Versus Emphasizing Differences ...158
      Display of Emotion ....................................159
      Permissible and Impermissible Emotions ................161
      Doing Business in Asia Equals Building
      Relationships .........................................163
      The Importance of Harmony .............................165
      Infommation as Proof of Relationship ..................166
      Bargaining as Relationship Building ...................167
      The Relationship Imperative in the Face of
      Technology ............................................170
      Formality and Relationship Building ...................172
      Human Relationships in Inhuman Systems ................175
      Where There's a Will, There's a Way ...................177
      Enthusiasm and Ethnocentrism ..........................184
      The "Not-lnvented-Here" Syndrome over There ...........185
      Put Your Nose to the Grindstone, Roll Up Your Sleeves,
      and Get to Work .......................................187
      Quality of Life .......................................189
      Relating to Relationship Building .....................191
      Global Homecoming Exerciset 3: Relationship
      Building ..............................................193
 
6.     Egalitarianism
      Hi! My Name's -----! Nice to Meet You. So What
      Do You Do? ............................................195
      The Roots of Egalitarianism ...........................196
      Measuring Our Equalness ...............................197
      Telling It Like It Is .................................198
      Straight to the Heart Versus Straight from the
      Heart .................................................202
      Formality Versus Informality ..........................202
      Plain Speaking Versus Grandiloquent Effusion ..........203
      How those Outback Outdo the Americans .................204
      The Shortest Distance between Two Points in Asia ......206
      Truth Is Relative .....................................208
      All Are Equal in the Eyes of the Law ..................209
      Western Idealism Versus Eastern Pragmatism ............212
      Up the System! ........................................215
      Bureaucracy and the American Gladiator.................217
      The Importance of Rank, Status, and Position ..........219
      Of Kings and Queens and Presidents and Things .........221
      The MBO Example of Egalitarian Management .............226
      Ascribed Versus Achieved Position .....................227
      Americans and Socially Designed Egalitarianism ........230
      Global Homecoming Exercise0 4: Egalitarianism .........233
 
Part 3. Successful International Communication
7.   The Effective International Negotiator .................237
     Negotiation as Communication ...........................237
     If You Go for the Relationship, the Deal Will Come .....239
     "Grow" Your Relationship ...............................240
     Focus on Interests and Needs, Not Positions ............242
     Probe, Question, and Communicate Cooperation ...........248
     Remain Culturally Sensitive ............................252
     Stay Flexible, Stay Calm, Stay Creative, Just Stay .....253
     The Benefits of Brainstorming ..........................256
     Stay Professional ......................................257
     Deal with Destructive Behavior .........................258
     Be Prepared ............................................261
 
8. International Negotiating Styles
     Four Major Areas of Cultural Difference in Work
     Attitudes ..............................................265
     The Basic Concept of the Negotiation ...................272
     The Selection of the Negotiators .......................275
     The Importance of Protocol .............................278
     The Type of Communication ..............................280
     The Value of Time ......................................282
     The Propensity to Take Risks ...........................287
     Group Versus Individual Orientation ....................288
     Decision-Making Systems ................................290
     The Nature of Agreements ...............................291
 
9. Coming Home Out There ....................................294
 
Appendix. Global Homecoming Exercises
     Global Homecoming Exercise 1: Individualism ............298
     Global Homecoming Exercise 2: Time .....................303
     Global Homecoming Exercise 3: Relationship-Building ....308
     Global Homecoming Exercise 4: Egalitarianism ...........313
 
     Index ..................................................317