Global negotiation

"American executives make nearly eight million trips overseas for international business each year. In the process, they leave billions of dollars on the negotiation table. In Global Negotiation, William Hernandez Requejo and John L. Graham provide critical tools to help businesspeople take a smart and profitable approach to sensitive negotiations across cultural divides. The authors offer examples from well-known companies such as Toyota, Ford, Intel, AT&T, Rockwell, Boeing, and Wal-Mart, drawing on field research with over 2,000 businesspeople in 21 different cultures. Hernandez Requejo and Graham's combination of practical advice and anecdotes crystallizes in ten key points for overcoming cultural barriers to successful negotiations, laying the groundwork for creative and sustainable commercial relationships around the world."--BOOK JACKET.