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Negotiate Like a Local: 7 Mindsets to increase your success rate in international business Paperback – October 23, 2017

by Jean-Pierre Coene (Author), Marc Jacobs (Author)
5.0 5.0 out of 5 stars 14 ratings
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An invaluable guide to anybody involved in international negotiations in business or any other field. Although supply chains and communications may have globalized, stubborn cultural differences between people remain.
The authors have extensive experience and some illuminating anecdotes, but, importantly, they have filtered their experience through established research into cultural differences, and consequently, their guidance is reliable and transferable. Adapting to local styles of doing business is often the difference between success and failure – this book gives the reader a valuable advantage.— Professor David Arnold, London Business School (UK), China Europe International Business School (Shanghai, China)

The book is eminently practical. It reads like a novel, using brief and clear summary of theory, well-chosen metaphors and a wealth of examples from real business life. Read it before establishing new contacts, and return to it when you wish to make sense of your experiences. I have no doubt that both you and your future business partners will benefit.— Professor Gert Jan Hofstede, Wageningen University

This book is also available in Mandarin and Italian More information: https://www.hofstede-insights.com/negotiate-like-a-local/
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Previous page
  1. Print length
    168 pages
  2. Language
    English
  3. Publication date
    October 23, 2017
  4. Dimensions
    6.75 x 0.5 x 9.5 inches
  5. ISBN-10
    1976340136
  6. ISBN-13
    978-1976340130
  7. See all details
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Product details

  • Publisher ‏ : ‎ CreateSpace Independent Publishing Platform (October 23, 2017)
  • Language ‏ : ‎ English
  • Paperback ‏ : ‎ 168 pages
  • ISBN-10 ‏ : ‎ 1976340136
  • ISBN-13 ‏ : ‎ 978-1976340130
  • Item Weight ‏ : ‎ 11.5 ounces
  • Dimensions ‏ : ‎ 6.75 x 0.5 x 9.5 inches
  • Customer Reviews:
    5.0 5.0 out of 5 stars 14 ratings

Customer reviews

5 out of 5 stars
5 out of 5
14 global ratings

Top reviews from the United States

Pia Kahara
5.0 out of 5 stars Helpful guide to improve your skills in international negotiations
Reviewed in the United States on December 25, 2017
Verified Purchase
This book illustrates that cultural understanding is the key success factor in international negotiations. A must read if you want to improve your success rate in cross-cultural cooperation and negotiations.
One person found this helpful
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Alexis Kyprianou
5.0 out of 5 stars The best book I have ever read on the cultural aspects ...
Reviewed in the United States on January 8, 2018
The best book I have ever read on the cultural aspects of negotiation and even the best book I have read on cultural aspects of doing business around the world full stop. A very practical read with a lot of personal experiences that explains logically and demystifies what we are up against out in the negotiation field. The book is also a useful 360° tool that makes you more conscious of how much an alien you must be to your counterparty as he/she is to you.
One person found this helpful
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AmazonFan
5.0 out of 5 stars “Nothing is more practical than a good theory’’ (Kurt Lewin
Reviewed in the United States on November 1, 2017
“Nothing is more practical than a good theory’’ (Kurt Lewin, 1890-1947).
This book is a must-have for any professional involved in cross-border negotiations and sales! Simple, brilliant framework that can be applied immediately into practice. I wish it was published year sago when, as a sales professional, I struggled with misunderstandings across half the world.
2 people found this helpful
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MR G.
5.0 out of 5 stars A must read if you want to do serious business abroad
Reviewed in the United States on November 6, 2017
It's clever, fun to read, and advices are very practical.
Nice value for the money.
One person found this helpful
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Top reviews from other countries

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Joana
5.0 out of 5 stars Very good
Reviewed in Spain on March 17, 2021
Verified Purchase
Great book
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Rowan Gibson
5.0 out of 5 stars A must for multi-national negotations
Reviewed in the United Kingdom on November 14, 2017
Verified Purchase
This is a brilliant guide to conducting negotiations with different cultures to your own, it even provided me some insight into how and why we negotiate the way we do in the UK. If you work, negotiate or sell across different countries and cultures this is a valuable resource which will guide you through the best way to adapt your own style to suit that of your counterpart.
the book even gave me some insights into how my staff, who are pan-European differ in their own approaches and it will enable me to better serve their needs.

It is split into sections describing the culture types, which allows you to dip in and out of the book as you require when facing a new negotiation with a different culture to your own.

An easy read, full of wisdom, which i highly recommend.
One person found this helpful
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Heyberger
5.0 out of 5 stars Fantastic tool
Reviewed in France on November 13, 2017
Verified Purchase
I wish I had this way earlier in my career as it explains a lot of mistakes and misunderstanding I experienced in business relationships.
I advice this book to all professionals who are acting within multi-cultural environment, typically in multinationals.
This helps to be aware of various ways of see the world from various interlocutors perspectives.
A real eye opener.
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Laura Leira
5.0 out of 5 stars Change attitude depending your interlocutor
Reviewed in the United Kingdom on May 1, 2018
Verified Purchase
I like most the way to explain the personal experiences and do a good summary about situations you can find in your personal and professional life
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tmoth
5.0 out of 5 stars Very Useful.
Reviewed in the United Kingdom on December 14, 2017
Verified Purchase
I find this book to be full of reasons for things that I have observed and not quite understood before. I wish I'd had it sooner.
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