Index

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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