The_Essential_Manager_s_Handbook

NEGOTIATING INTERNATIONALLY / 439 POLITICAL RISK While some countries have long traditions of an abundance of resources and poli ...

440 / DEVELOPING YOUR TECHNIQUE Negotiating in Asia Succeeding in any international negotiation means taking the time to underst ...

NEGOTIATING INTERNATIONALLY / 441 Chinese business leaders invest heavily in making interpersonal connections and creating a dep ...

442 / DEVELOPING YOUR TECHNIQUE Acknowledging differences Asian culture is characterized by concern for people’s feelings. It em ...

NEGOTIATING INTERNATIONALLY / 443 The South American style of negotiation EXPRESSING EMOTIONS Using expansive gestures and speak ...

444 / DEVELOPING YOUR TECHNIQUE Using a coach Understanding the benefits Many negotiators do not realize that they could improve ...

USING A COACH / 445 Being assessed When you first work with a coach, they will make an assessment of your performance. This ofte ...

446 / DEVELOPING YOUR TECHNIQUE Being a mediator Defining mediation Mediation is a structured process in which an impartial thir ...

BEING A MEDIATOR / 447 ENCOURAGE SELF- DETERMINATION Ensure that the disputing parties recognize their differences and know that ...

448 / DEVELOPING YOUR TECHNIQUE Remaining impartial The manager’s role as a mediator is similar to that of other neutral third-p ...

BEING A MEDIATOR / 449 Understanding the process The mediation process is a step-by-step, structured process. However, unlike th ...

450 / DEVELOPING YOUR TECHNIQUE Learning from the masters Becoming a winning negotiator Master negotiators have superior negotia ...

LEARNING FROM THE MASTERS / 451 Being firm and flexible Master negotiators are firm and clear about the issues they must have, a ...

452 / INDEX Index A ability, and performance 46–47 accountability, delegation 43 action plans, time management 188 administrator ...

INDEX / 453 career moves 228–231 case studies 332 chairing meetings 194–195 multiparty talks 433 change cultural 301 enabling 90 ...

454 / INDEX costs 394, 400–401, 450 counseling 72, 74–75 counteroffers 404–405, 416 counterparts basic agreement with 377 closin ...

INDEX / 455 emotional blackmail 423 emotional choices, decision-making 212 emotional intelligence 18–21, 90–91, 388–389, 413, 42 ...

456 / INDEX formality and cultural differences 438 formal presentations 326–327, 350–355 format, report 280 founders, organizati ...

INDEX / 457 interest-based negotiations 386–387 international communication 240, 287, 300–303 international negotiations 438–441 ...

458 / INDEX form letters 275 see writing life principles 84 life, work-life balance 126–127, 214 likeability 403 limitations, kn ...