AMACOM

How to negotiate anything with anyone anywhere around the world, 3d ed.

Acuff, a speaker and trainer in management and negotiation, provides information for business negotiations in any part of the world. He overviews the entire negotiating process, then looks at how culture affects negotiation. Organized by region, the book delivers detailed business profiles of each country, including fast facts on monetary units, principal imports and exports, population, cities, language, and religion. It also offers insight into fine points of negotiation, business entertainment guidelines, and delicate factors such as regional sensitivities or gender issues, which can influence or ruin a promising deal. This third edition contains material on 63 countries, and has been updated to reflect changes in the international scene as well as current topics like foreign outsourcing and multicultural work teams. (Annotation ©2008 Book News Inc. Portland, OR)

Seven secrets for negotiating with government; how to deal with local, state, national, or foreign governments — and come out ahead.

Salacuse (law, Tufts University) gives advice on negotiating with all government offices, from a village council to a presidential palace. He explains how to understand and analyze the often hidden interests driving government negotiators, and how to use that knowledge. Using real-world examples from City Hall to the Sudan, he reveals ways to gain access to government officials and organizations, outlines steps for developing productive working relationships with government regulators, explains the best way to secure government permits, and tells when to use third parties like advisors and mediators in government negotiations. The book is for business people and general readers. (Annotation ©2008 Book News Inc. Portland, OR)