Chapter 31

Negotiating with Non-Americans

At my Secrets of Power Negotiating seminars, I usually get some questions about negotiating with non-Americans. It seems that just about everyone has had a frustrating experience dealing either with a foreigner in a foreign country or a person of foreign origin who lives in this country.

I'm an immigrant from England, and although I've been here more than 30 years and a citizen for more than 20 years, I can relate to the difficulty of dealing with non-Americans. Along with my experience of moving here and adapting to the American way of doing things, I have traveled to more than 100 other countries.

It is easy for non-Americans to misunderstand us. Because of my background, I know how different America ...

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