Acknowledgment, 152
Active listening, 152–153
Ad hoc negotiation approach, 184–185
Agenda, setting, 167
Agreement
bottom-up, 42
form of, 42
nature of, culture and, 29–30
top-down, 42
Alternative method, for closing business negotiations, 121
Amway, 9
Artifacts, 160
Asking questions, in international business negotiations, 153–156
Assertiveness, 37–38
Assumption, and closing business negotiations, 122
AT&T, 8
Attitude, negotiating, 41
Authority, 85
Avon, 9
Bank of America
country Risk Monitor, 7
Bargaining zone, 67–68
BATNA (best alternative to a negotiated agreement) approach, 19–20, 66–68, 76, 88, 100, 185
BERI S.A.
Business Risk Service, 7
Body language, 157–158
Bottom line, knowing, 169–170
Bureaucracy, 7–8 ...
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