"In today’s business world, cultural misunderstandings can be deal killers. Global Negotiation, The New Rules gives executives the tools they need to navigate difficult waters."
--Bill Amelio, President and CEO,
Global Negotiation: The New Rules book jacket

"Global Negotiation provides an excellent analysis of the complex world of inter- national negotiation and a practical guide to building effective negotiating skills across cultures. As the book shows, an understanding of culture differences by both parties is essential to achieving creative negotiation outcomes. "

--Lawrence T. Wong,
former CEO Hong Kong Jockey Club and Ford of Taiwan

"John Graham's latest work, Global Negotiation, the New Rules with William Hernandez, both reinforces culturally based negotiating principles that remain fundamentally stable over time, and provides valuable insight into emerging negotiating trends and approaches. "

--Michael Delman,
Corporate Vice President, Microsoft Corporation

Each year American executives make nearly eight million trips overseas for international business. In the process, they leave billions of dollars on the negotiation table.

Global Negotiation provides critical tools to help businesspeople save money (and face) when negotiating across cultural divides. Drawing on their more than 50 combined years of experience, as well as extensive field research with over 2000 business people in 21 different cultures, John L. Graham and William Hernández Requejo have discovered how to create long-lasting commercial relationships around the world.

The authors provide a rare combination of practical insight and illuminating anecdotes, and offer examples from well-known companies such as Toyota, Ford, Intel, AT&T, Rockwell, Boeing, and Wal-Mart.

10 Rules of Global Negotiating

  1. Accept only creative outcomes.
  2. Understand cultures, especially your own.
  3. Don’t just adjust to cultural differences, exploit them as well.
  4. Gather intelligence and reconnoiter the terrain.
  5. Design the information flow and process of meetings.
  6. Invest in personal relationships.
  7. Persuade with questions.
  8. Make no concessions until the end.
  9. Use techniques of creativity.
  10. Continue creativity after negotiations.