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The International Entrepreneur: Ready for your First International Negotiations?

You have engaged with your first potential overseas partner or large client. Both of you want to do business and you will be starting negotiations soon. But aren’t negotiations the same around the world? Definitely not. Particularly those used to the American negotiation style will do very poorly trying to make that style work negotiating […]

The International Entrepreneur: A Sampling of International Negotiating

Recently, my friend Arlene Marom from Tel Aviv, Israel asked about what kinds of negotiating techniques to expect in non-American markets. Negotiating can vary greatly from person to person and culture to culture. Generally, there are several categories of negotiating techniques: Pressure, Emotional, Defensive, Aggressive/Adversarial, and Deceptive. My favorite class in MBA school was International […]