Successful International Negotiations (Management for Professionals)

Preface
	Reference
Contents
Editors and Contributors
Abbreviations
List of Figures
List of Tables
1 Best-in-Class Negotiations in the International Context
	1.1 Definition and Elements of Negotiations
	1.2 Principles for Successful International Negotiations
	1.3 Negotiations in the Value Chain: Input–Transformation–Output
	1.4 Job Interviews as Negotiations
		1.4.1 Right Preparation, Strategy and Plan in Job Interviews
		1.4.2 Seven Important Steps in Job Interviews
	1.5 Negotiations in Governmental Organizations
	1.6 Importance of International Trade and Trends
		1.6.1 Global Trade of Goods and Services
		1.6.2 Germany and International Trade Relationships
		1.6.3 International Operations and Global Sourcing
	References
2 Prisoners’ Dilemma and Negotiation Types
	2.1 Prisoners’ Dilemma
	2.2 Negotiation Personalities
		2.2.1 Soft Negotiator Personality
		2.2.2 Hard Negotiator Personality
		2.2.3 Principled Negotiator Personality
		2.2.4 Situational Negotiator Personality: “Schlagfertig”
	References
3 Competencies and Criteria for Successful Negotiations
	3.1 Key Competencies for Successful Negotiators
	3.2 The Win-Win-Illusion in Negotiations
	3.3 Elements and Successful Criteria for Negotiations
		3.3.1 10 Commandments for Successful Negotiations
		3.3.2 Attributes and Characteristics
	3.4 Reasons for Unsuccessful Negotiations
		3.4.1 Definition of Failure in Negotiations
		3.4.2 Escalation Levels (Lose-Lose)
		3.4.3 Reasons for Failures in Negotiations
	References
4 Negotiations as Integral Part of the Corporate Strategy
	4.1 Definition of Strategic Management
	4.2 Strategic Triangle
	4.3 Strategic Analysis
	4.4 Strategic Choice
	4.5 Strategic Implementation
		4.5.1 Assessment of Suitability, Acceptability and Feasibility
		4.5.2 Suitability
		4.5.3 Acceptability
		4.5.4 Feasibility
	4.6 Strategic Pyramid
		4.6.1 Mission and Vision
		4.6.2 Goals and Objectives
		4.6.3 Core Competencies
		4.6.4 Strategies for Negotiations
		4.6.5 Strategic Architecture
		4.6.6 Control and Execution
	References
5 Negotiation Execution—Value Add and the ZomA
	5.1 Are There Mutual Benefits?
	5.2 Zone of Mutual Agreement (ZomA)
	5.3 Successful Recommendations for a Positive ZomA
	References
6 Negotiation Concepts
	6.1 Aspects in International Negotiations
	6.2 Harvard Concept
		6.2.1 Introduction to the Harvard Concept
		6.2.2 Key Elements of the Harvard Concept
		6.2.3 Summary of the Harvard Concept
	6.3 Schranner Negotiation Concept
		6.3.1 Difficult Negotiations
		6.3.2 Negotiation Types by Schranner
		6.3.3 Important Steps in the Schranner Concept
		6.3.4 Focus of the Schranner Concept
	6.4 Dr. Helmold A-6 Concept for Negotiations
		6.4.1 Six Steps for Successful International Negotiations
		6.4.2 Success Factors of the A-6 Concept
		6.4.3 Focus of the A-6 Concept
	6.5 Comparison of the Three Concepts
	References
7 Negotiations in Different Cultures and Internationalization
	7.1 Negotiations in Different Cultures
	7.2 Hofstede’s Cultural Dimensions Theory
		7.2.1 Power Distance
		7.2.2 Individualism Versus Collectivism
		7.2.3 Masculinity Versus Femininity
		7.2.4 Uncertainty Avoidance
		7.2.5 Long-Term Orientation
		7.2.6 Indulgence Versus Restraint
	7.3 Edward Hall’s Culture Model
		7.3.1 Proxemics
		7.3.2 Monochronic Time Versus Polychronic Time
		7.3.3 High-Context Cultures Versus Low-Context Cultures
	7.4 Internationalization Strategies
		7.4.1 Possibilities of Internationalization
		7.4.2 Direct Exports or Imports
		7.4.3 Licensing
		7.4.4 Franchising
		7.4.5 Third-Party Sourcing
		7.4.6 Investments and Partnering
		7.4.7 Joint Ventures
		7.4.8 International Procurement Office (IPO)
		7.4.9 Own Company with Sales and Production Subsidiary
	References
8 Business Negotiations in Industry
	8.1 Customer (Buyer) and Supplier (Seller) Relationships
	8.2 Negotiation Objectives (Q-C-D-T Plus Alpha)
		8.2.1 Quality Objectives
		8.2.2 Cost Objectives
		8.2.3 Delivery Objectives
		8.2.4 Technology Objectives
		8.2.5 Alpha Objectives
		8.2.6 Cost Estimation as Fundamental Part of Negotiations
	References
9 A-6 Concept for Successful International Negotiations
	9.1 Six Steps for the Negotiation Breakthrough
	9.2 Step 1 (A-1): Analysis in Negotiations
		9.2.1 Preparation as Key Success Factor in Negotiations
		9.2.2 Negotiation Scope: Q-C-D-T Plus Alpha Methodology
		9.2.3 Negotiation Objectives
		9.2.4 Motives and Interests
		9.2.5 Roles and Responsibilities
		9.2.6 Cultural Issues
	9.3 Step 2 (A-2): Alignment of Strategies and Tactics
		9.3.1 Determinants to Develop a Suitable Strategy
		9.3.2 Strategies in Negotiations
		9.3.3 Tactics in Negotiations
	9.4 Step 3 (A-3): Aggregation and Affirmation of Arguments
		9.4.1 Argumentation Strategy
		9.4.2 Concentration on Motives and Arguments
	9.5 Step 4 (A-4): Accomplishment and Amplification of Negotiations (Execution)
		9.5.1 Executing Negotiations
		9.5.2 Guidelines
		9.5.3 Layout and Location
		9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques9.5.4 Question Techniques
	9.6 Step 5 (A-5): Ascertaining Resistance
		9.6.1 Open and Hidden Resistance
		9.6.2 Open Resistance
		9.6.3 Hidden Resistance
		9.6.4 Handling Resistance
		9.6.5 Defending Counterarguments
		9.6.6 Positive and Negative Defence of Resistance
	9.7 Step 6 (A-6): Administration of Contracts and Agreements
		9.7.1 Protocol and Meeting Minutes
		9.7.2 Significant Elements for International Agreements
		9.7.3 The United Nations (UN) Law
		9.7.4 Incoterms 2010
		9.7.5 Warranties
		9.7.6 Late Payment and Fees for Delays
		9.7.7 Currency and Payment Terms
		9.7.8 Place of Jurisdiction
		9.7.9 Trade Arbitration
	References
10 Nonverbal Communication
	10.1 Elements of Nonverbal Communication
	10.2 Understanding and Decoding Nonverbal Communication
	10.3 Body Language and Face Language (Kinesics)
		10.3.1 Body Postures
		10.3.2 Gestures
		10.3.3 Facial Expressions
		10.3.4 Eye Movement (Oculescis)
		10.3.5 Touch (Haptics)
		10.3.6 Human Space (Proxemics)
	10.4 Paralanguage (Vocalics)
	10.5 Time Elements (Chronemics)
	10.6 Physical Environment
	10.7 Personal Appearance
	References
11 Tools for Negotiations
	11.1 PESTEL Analysis (Environmental Forces)
		11.1.1 Categories of the Model
		11.1.2 Benefits of the Model
	11.2 Industry Analysis (Porter’s Five Forces)
		11.2.1 Benefits of the Model
		11.2.2 Competitive Rivalry
		11.2.3 Bargaining Power of Suppliers
		11.2.4 Bargaining Power of Buyers
		11.2.5 Threat of Substitutes
		11.2.6 Threat of New Entrants
	11.3 SWOT Analysis
	11.4 Risk and Opportunity (ROP) Analysis
	11.5 Margin Enhancement Plan (MEP)
	11.6 5F Concept
	11.7 Critical Success Factors
	11.8 The 7S Model by McKinsey
	References
12 Outsourcing Negotiations
	12.1 Key Drivers for Outsourcing Shared Services
	12.2 Objectives for Outsourcing Shared Services
	12.3 Trends in Outsourcing Shared Services
		12.3.1 Integrative Services
		12.3.2 Digitization and Automated Processes
		12.3.3 Globalization and Global Networks
	References
13 Negotiations in the Global Economy
	13.1 The Mainstream Globalization Narrative
	13.2 Toward a More Realistic View of Globalization
		13.2.1 A Look at the Data
		13.2.2 Reasons for Misconceptions About Globalization
	13.3 Where to Compete in a Global Economy
		13.3.1 The CAGE Distance Framework
		13.3.2 Cultural Distance
		13.3.3 Administrative Distance
		13.3.4 Geographical Distance
		13.3.5 Economic Distance
		13.3.6 Empirical Evidence
	13.4 How to Compete in a Global Economy
		13.4.1 Applying Adaptation Strategies
		13.4.2 Applying Aggregation Strategies
		13.4.3 Applying Arbitrage Strategies
	13.5 The Need for Nonmarket Strategies in a Global Economy
	13.6 Conclusion
	References
14 Negotiations in Companies with Financial Difficulties
	14.1 Phases of a Financial Crisis and Symptoms
		14.1.1 Definition of Restructuring
		14.1.2 Strategic Restructuring
		14.1.3 Structural Restructuring
	14.2 Balance Sheet, Profit and Loss, and Cash Situation
		14.2.1 Negotiations Affecting the Balance Sheet
		14.2.2 Negotiations Affecting the Profitability: P & L Account
		14.2.3 Negotiations Affecting the Cash Situation
	14.3 Recommendations for the Turnaround
		14.3.1 Strategic Turnaround and Restructuring
		14.3.2 Involve a Specialist
		14.3.3 Taking All Financing Options Available
		14.3.4 Liquidation of Unnecessary Assets
		14.3.5 End Non-essential Relationships
	References
15 Negotiations in the Service Industry
	15.1 Characteristics of Services
	15.2 Special Features of Service Marketing
	15.3 The 7Ps
	15.4 The 3Rs
	15.5 Negotiation of Services
	15.6 Negotiations in Purchasing
	15.7 Negotiations at Events
	15.8 Negotiations Within the Scope of Customer Feedback
	15.9 Salary Negotiations in the Service Sector
	15.10 The Importance of Feedback When Negotiating Services
	References
16 Negotiations in Project Management
	16.1 Definition and Characteristics of Projects
	16.2 Critical Success Criteria for Projects
		16.2.1 Key Criteria in Projects
		16.2.2 Integration Management
		16.2.3 Performance Management
		16.2.4 Time Management
		16.2.5 Cost Management
		16.2.6 Quality Management
		16.2.7 People Management
		16.2.8 Communication Management
		16.2.9 Risk Management
		16.2.10 Procurement Management
	16.3 Recommendations for Project Negotiations
	References
17 Negotiations in Different Countries
	17.1 Structure and Examples
	17.2 Country Examples
	References
18 Negotiations in Europe
	18.1 Negotiations in Germany
		18.1.1 General Guidelines
		18.1.2 Successful and Unsuccessful Strategies
	18.2 Negotiations in France
		18.2.1 General Guidelines
		18.2.2 Successful and Unsuccessful Strategies
	18.3 Negotiations in Great Britain
		18.3.1 General Guidelines
		18.3.2 Successful and Unsuccessful Strategies
	18.4 Negotiations in Italy
		18.4.1 General Guidelines
		18.4.2 Successful and Unsuccessful Strategies
	18.5 Negotiations in Spain
		18.5.1 General Guidelines
		18.5.2 Successful and Unsuccessful Strategies
	18.6 Negotiations in the Netherlands
		18.6.1 General Guidelines
		18.6.2 Successful and Unsuccessful Strategies
	18.7 Negotiations in Denmark
		18.7.1 General Guidelines
		18.7.2 Successful and Unsuccessful Strategies
	18.8 Negotiations in Switzerland
		18.8.1 General Guidelines
		18.8.2 Successful and Unsuccessful Strategies
	18.9 Negotiations in Russia
		18.9.1 General Guidelines
		18.9.2 Successful and Unsuccessful Strategies
	18.10 Negotiations in the Ukraine
		18.10.1 General Guidelines
		18.10.2 Successful and Unsuccessful Strategies
	18.11 Negotiations in Latvia
		18.11.1 General Guidelines
		18.11.2 Successful and Unsuccessful Strategies
	18.12 Negotiations in Armenia
		18.12.1 General Guidelines
		18.12.2 Successful and Unsuccessful Strategies
	18.13 Negotiations in Poland
		18.13.1 General Guidelines
		18.13.2 Successful and Unsuccessful Strategies
	18.14 Negotiations in Lithuania
		18.14.1 General Guidelines
		18.14.2 Successful and Unsuccessful Strategies
	References
19 Negotiations in the Americas
	19.1 Negotiations in the USA
		19.1.1 General Guidelines
		19.1.2 Successful and Unsuccessful Strategies
	19.2 Negotiations in the Canada
		19.2.1 General Guidelines
		19.2.2 Successful and Unsuccessful Strategies
	19.3 Negotiations in Mexico
		19.3.1 General Guidelines
		19.3.2 Successful and Unsuccessful Strategies
	19.4 Negotiations in Brazil
		19.4.1 General Guidelines
		19.4.2 Successful and Unsuccessful Strategies
	19.5 Negotiations in Peru
		19.5.1 General Guidelines
		19.5.2 Successful and Unsuccessful Strategies
	References
20 Negotiations in Japan, China and Asia-Pacific
	20.1 Negotiations in Japan
		20.1.1 General Rules
		20.1.2 Successful and Failing Strategies
	20.2 Negotiations in the PR China
		20.2.1 General Guidelines
		20.2.2 Successful and Unsuccessful Strategies
	20.3 Negotiations in India
		20.3.1 General Guidelines
		20.3.2 Successful and Unsuccessful Strategies
	20.4 Negotiations in Indonesia
		20.4.1 General Guidelines
		20.4.2 Successful and Unsuccessful Strategies
	20.5 Negotiations in South Korea
		20.5.1 General Guidelines
		20.5.2 Successful and Unsuccessful Strategies
	20.6 Negotiations in Vietnam
		20.6.1 General Guidelines
		20.6.2 Successful and Unsuccessful Strategies
	20.7 Negotiations in Australia
		20.7.1 General Guidelines
		20.7.2 Successful and Unsuccessful Strategies
	References
21 Negotiations in Arabic Countries and the Middle East
	21.1 Negotiations in Saudi Arabia
		21.1.1 General Guidelines
		21.1.2 Successful and Unsuccessful Strategies
		21.1.3 Main Features of Islam
	21.2 Negotiations in Palestine
		21.2.1 General Guidelines
		21.2.2 Successful and Unsuccessful Strategies
	21.3 Negotiations in Israel
		21.3.1 General Guidelines
		21.3.2 Successful and Unsuccessful Strategies
	21.4 Negotiations in the Jordan
		21.4.1 General Guidelines
		21.4.2 Successful and Unsuccessful Strategies
	21.5 Negotiations in Iran
		21.5.1 General Guidelines
		21.5.2 Successful and Unsuccessful Strategies
	21.6 Negotiations in UAE
		21.6.1 General Guidelines
		21.6.2 Successful and Unsuccessful Strategies
	21.7 Negotiations in Turkey
		21.7.1 General Guidelines
		21.7.2 Successful and Unsuccessful Strategies
	References
22 Negotiations in Africa
	22.1 Negotiations in Morocco
		22.1.1 General Guidelines
		22.1.2 Successful and Unsuccessful Strategies
	22.2 Negotiations in Egypt
		22.2.1 General Guidelines
		22.2.2 Successful and Unsuccessful Strategies
	22.3 Negotiations in South Africa
		22.3.1 General Guidelines
		22.3.2 Successful and Unsuccessful Strategies
	22.4 Negotiations in Cameroon
		22.4.1 General Guidelines
		22.4.2 Successful and Unsuccessful Strategies
	References