How to Negotiate Anything with Anyone Anywhere Around the World Third Edition PAGE i . 16747$ $$FM 02-12-08 14:29:16 PS Also by Frank Acuff Shake Hands with the Devil: How to Master Life’s Negotiations from Hell PAGE ii . 16747$ $$FM 02-12-08 14:29:17 PS American Management Association New York • Atlanta • Brussels • Chicago • Mexico City • San Francisco Shanghai • Tokyo • Toronto • Washington, D.C. Third Edition Frank L. Acuff How to Negotiate Anything with Anyone Anywhere Around the World PAGE iii . 16747$ $$FM 02-12-08 14:29:17 PS Special discounts on bulk quantities of AMACOM books are available to corporations, professional associations, and other organizations. For details, contact Special Sales Department, AMACOM, a division of American Management Association, 1601 Broadway, New York, NY 10019. Tel: 212-903-8316. Fax: 212-903-8083. E-mail: specialsls@amanet.org Web site: www.amacombooks.org/go/specialsales To view all AMACOM titles go to: www.amacombooks.org This publication is designed to provide accurate and authoritative information in regard to the subject matter covered. It is sold with the understanding that the publisher is not engaged in rendering legal, accounting, or other professional service. If legal advice or other expert assistance is required, the services of a competent professional person should be sought. Library of Congress Cataloging-in-Publication Data Acuff, Frank L. How to negotiate anything with anyone anywhere around the world / Frank L. Acuff.—3rd ed. p. cm. Includes bibliographical references and index. ISBN 978–0-8144–8066–3 (pbk.) 1. Negotiation in business. 2. International business enterprises—Management. I. Title. II. Title: Negotiate anything with anyone anywhere around the world. HD58.6.A27 2008 302.3—dc22 2007052599 ᭧ 2008 Frank L. Acuff All rights reserved. Printed in the United States of America. This publication may not be reproduced, stored in a retrieval system, or transmitted in whole or in part, in any form or by any means, electronic, mechanical, photocopying, recording, or otherwise, without the prior written permission of AMACOM, a division of American Management Association, 1601 Broadway, New York, NY 10019. Printing number 10987654321 PAGE iv . 16747$ $$FM 02-12-08 14:29:17 PS To my children, Kristin and Ryan, both tough negotiators PAGE v . 16747$ $$FM 02-12-08 14:29:17 PS PAGE vi This page intentionally left blank Contents Preface ix Acknowledgments xi ONE: GLOBAL NEGOTIATING 1 1 Negotiating in Any Language: How Negotiations Work 5 TWO: HOW GLOBAL NEGOTIATIONS WORK 17 2 What Makes Global Negotiations Different? 21 3 Ten Powerful Strategies for Negotiating Around the World 39 4 The Four Most Difficult Challenges Faced by Global Negotiators (and How to Deal with Them) 61 THREE: NEGOTIATING AROUND THE WORLD 71 5 Negotiating in Western Europe 77 Negotiating Primers for Austria (80); Belgium (83); Denmark (85); Finland (88); France (91); Germany (94); Greece (97); Ireland (100); Italy (102); the Netherlands (105); Norway (108); Portugal (111); Spain (114); Sweden (117); Switzerland (120); and the United Kingdom (123) PAGE vii vii . 16747$ CNTS 02-12-08 14:29:26 PS viii Contents 6 Negotiating in Eastern Europe 127 Negotiating Primers for the Czech Republic (130); Hungary (132); Kazakhstan (135); Poland (138); Romania (140); Russia (143); Turkey (146); and Ukraine (149) 7 Negotiating in Latin America 153 Negotiating Primers for Argentina (157); Brazil Introduction to Macroeconomic Policy around the World Introduction to Macroeconomic Policy around the World By: OpenStaxCollege Looking for Work Job fairs and job centers are often available to help match people to jobs This fair took place in the U.S (Hawaii), a high-income country with policies to keep unemployment levels in check Unemployment is an issue that has different causes in different countries, and is especially 1/3 Introduction to Macroeconomic Policy around the World severe in the low- and middle-income economies around the world (Credit: modification of work by Daniel Ramirez/Flickr Creative Commons) Youth Unemployment: Three Cases Chad Harding, a young man from Cape Town, South Africa, completed school having done well on his exams He had high hopes for the future Like many young South Africans, however, he had difficulty finding a job “I was just stuck at home waiting, waiting for something to come up,” he said in a BBC interview in 2012 In South Africa 54.6% of young females and 47.2% of males are unemployed In fact, the problem is not limited to South Africa Seventy-three million of the world’s youth aged 15 to 24 are currently unemployed, according to the International Labour Organization According to the Wall Street Journal, in India, 60% of the labor force is self-employed, largely because of labor market regulation A recent World Development Report by The World Bank says that India’s unemployed youth accounted for 9.9% of the youth work force in 2010 In Spain (a far richer country) in the same year, the female/male youth unemployment rate was 39.8% and 43.2% respectively Youth unemployment is a significant issue in many parts of the world However, despite the apparent similarities in rates between South Africa, Spain, and India, macroeconomic policy solutions to decrease youth unemployment in these three countries are different This chapter will look at macroeconomic policies around the world, specifically those related to reducing unemployment, promoting economic growth, and stable inflation and exchange rates Then we will look again at the three cases of South Africa, Spain, and India Introduction to Macroeconomic Policy around the World In this chapter, you will learn about: • • • • • The Diversity of Countries and Economies across the World Improving Countries’ Standards of Living Causes of Unemployment around the World Causes of Inflation in Various Countries and Regions Balance of Trade Concerns There are extraordinary differences in the composition and performance of economies across the world What explains these differences? Are countries motivated by similar goals when it comes to macroeconomic policy? Can we apply the same macroeconomic framework developed in this text to understand the performance of these countries? Let’s take each of these questions in turn Explaining differences: Recall from Unemployment that we explained the difference in composition and performance of economies by appealing to an aggregate production 2/3 Introduction to Macroeconomic Policy around the World function We argued that the diversity of average incomes across the world was explained by differences in productivity, which in turn were affected by inputs such as capital deepening, human capital, and “technology.” Every economy has its own distinctive economic characteristics, institutions, history, and political realities, which imply that access to these “ingredients” will vary by country and so will economic performance For example, South Korea invested heavily in education and technology to increase agricultural productivity in the early 1950s Some of this investment came from its historical relationship with the United States As a result of these and many other institutions, its economy has managed to converge to the levels of income in leading economies like Japan and the United States Similar goals and frameworks: Many economies that have performed well in terms of per capita income have—for better or worse—been motivated by a similar goal: to maintain the quality of life of their citizens Quality of life is a broad term, but as you can imagine it includes but is not limited to such things as low level of unemployment, price stability (low levels of inflation), and the ability to trade These seem to be universal macroeconomic goals as discussed in The Macroeconomic Perspective No country would argue against them To study macroeconomic policy around the world, we begin by comparing standards of living In keeping with these goals, we also look at indicators such as unemployment, inflation, and the balance of trade policies across countries Remember that every country has had a diverse set of experiences; therefore although our goals may be similar, each country may well require macroeconomic policies tailored to its circumstances For more reading on the topic of youth unemployment, visit this website to read “Generation Jobless” in the Economist 3/3 This page intentionally left blank English Around the World The global spread of English has had widespread linguistic, social, and cultural implications, affecting the lives of millions of people around the world. This textbook provides a lively and accessible introduction to world Englishes, describing varieties used in countries as broad- ranging as America, Jamaica, Australia, Africa, and Asia, and setting them within their historical and social contexts. Students are guided through the material with chapter previews and summaries, maps, timelines, lists of key terms, discussion questions and exercises, and a comprehensive glossary, helping them to understand, analyze, and compare different varieties of English, and apply descriptive terminology. The book is accompanied by a useful website, containing textual and audio examples of the varieties introduced in the text, and links to related sources of interest. Providing essential knowledge and skills for those embarking on the study of world Englishes, this is set to become the leading introduction to the subject. EDGAR W. SCHNEIDER is Full Professor and Chair of English Linguistics in the Department of English and American Studies, and Dean of the Faculty for Linguistics, Literature and Cultural Studies, at the University of Regensburg, Germany. Cambridge Introductions to the English Language Cambridge Introductions to the English Language is a series of accessible undergraduate textbooks on the key topics encountered in the study of the English language. Tailored to suit the needs of individual taught course modules, each book is written by an author with extensive experience of teaching the topic to undergraduates. The books assume no prior subject knowledge, and present the basic facts in a clear and straightforward manner, making them ideal for beginners. They are designed to be maximally reader-friendly, with chapter summaries, glossaries, and suggestions for further reading. Extensive exercises and discussion questions are included, encouraging students to consolidate and develop their learning, and providing essential homework material. A website accompanies each book, featuring solutions to the exercises and useful additional resources. Set to become the leading introductions to the field, books in this series provide the essential knowledge and skills for those embarking on English Language Studies. Books in the series The Sound Structure of English Chris McCully Old English Jeremy J. Smith English Around the World Edgar W. Schneider English Around the World An Introduction Edgar W. Schneider cambridge university press Cambridge, New York, Melbourne, Madrid, Cape Town, Singapore, São Paulo, Delhi, Dubai, Tokyo, Mexico City Cambridge University Press The Edinburgh Building, Cambridge CB2 8RU, UK Published in the United States of America by Cambridge University Press, New York www.cambridge.org Information on this title: www.cambridge.org/9780521716581 © Edgar W. Schneider 2011 This publication is in copyright. Subject to statutory exception and to the provisions of relevant collective licensing agreements, no reproduction of any part may take place without the written permission of Cambridge University Press. First published 2011 Printed in the United Kingdom at the University Press, Cambridge A catalogue record for this publication is available from the British Library ISBN 978-0-521-88846-2 hardback ISBN 978-0-521-71658-1 paperback Additional resources for this publication at www.cambridge.org/schneider A review of broadband Internet transitions and policy from around the world October 2009 DRAFT at Harvard University Next Generation Connectivity: Next Generation Connectivity 2 Contributors This report represents the outcome of a substantial and engaged team effort, most extensively by Berkman Center researchers, with many contributions from others elsewhere at Harvard and in other institutions and centers around the world. I am deeply indebted to the many and diverse contributions that each and every one of them made. The project would not have been possible without the tremendous effort and engagement by the leadership team. Robert Faris (skeptical reading; study design; country case studies) Urs Gasser (overall leadership; country case studies; international research; reading/editing) Laura Miyakawa (project manager; pricing studies; quantitative analyses) Stephen Schultze (project leadership; bibliographic research design and implementation; country case studies ) Each of our country overviews and annexes was researched, authored and edited by a fantastic group of colleagues, research assistants and friends that resulted both in the overviews and in informing the main document. Jerome Baudry James Kwok Eliane Bucher Alan Lenarcic (statistics, unbundling econometrics) Anjali Dalal Olivier Sautel Gildas de Muizon Marta Stryszowska Jan Gerlach Lara Srivastava Jock Given Andrea Von Kaenel Hank Greenberg Asa Wilks (statistics: urbanicity & poverty; actual Pascal Herzog speed tests analysis) This report would also not been possible without the researching, annotating, copy editing, spreadsheeting, cheerleading and organizing provided by Berkman Center staff and interns and the Harvard Law School Library staff. Catherine Bracy Ramesh Nagarajan Bruce Etling Caroline Nolan Sawyer Carter Jacobs Antwaun Wallace Colin Maclay Catherine White Jillian York Seth Young Next Generation Connectivity 3 I am also very pleased to acknowledge the help from colleagues and people with knowledge and access to data who helped think through the design of the studies, answer specific questions, or otherwise improved the work and our understanding immeasurably. Nathaniel Beck Dominique Boullier Michael Burstein (critical reading of the main document) John de Ridder (access to data included in econometrics of unbundling) Jaap Doleman (Amsterdam CityNet information) Antii Eskola (Finnish telecommunications) Epitiro (answers to questions about actual testing data produced by the company) William Fisher Daniel Haeusermann Mizuko Ito (Japanese broadband uses) Gary King William Lehr Francois Lévêque Jun Makihara Ookla Net Metrics; Mike Apgar (access to speedtest.net data) Simon Osterwalder (Switzerland) HyeRyoung Ok (Korean usage patterns) Taylor Reynolds (extensive answers about OECD data) James Thurman Derek Turner (data for replicating urbanicity study) Dirk Van der Woude (fiber in Europe; Amsterdam) Nico Van Eijk (Dutch and European telecommunications policy) Herman Wagter (municipal fiber; Amsterdam; topology) Sacha Wunsch-Vincent Finally, I am proud and grateful of the support we received from the Ford Foundation and the John D. and Catherine T. MacArthur Foundation. Both foundations were remarkably open and flexible in their willingness to receive and process our requests for funding in lightening speed, so as to allow us to respond to this highly time-sensitive Research, Results and Relevance: Integrating Research Policy, and Promising Practice around the World February 27 - March 2, 2013 The Westin Bayshore | 1601 Bayshore Drive Vancouver, BC Canada Sponsored by In collaboration with 5th International Conference on Fetal Alcohol Spectrum Disorder 2013 “Knowledge for knowledge’s sake is not good enough. eory without practice is blind and practice without theory is empty.” ~ Kwame Nkruma, 1st President of Ghana 2 General Information Description Objectives Who Should Attend Location Parking Public Transportation Registration Methods of Payment Refund, Transfer, and Cancellation Policy Exhibiting This conference brings together experts from many disciplines to share international research, to discuss the implications of this research, and to promote scientifi c/community collaboration. It provides an opportunity to expand our understanding of the relationships between knowledge and research, and how this can apply to critical actions needed to address FASD prevention, intervention and research. For the past ten years, the conference has brought together people who are passionate about this area of work and have provided a stimulating environment for them to make new connections and partnerships. The conference goal is to highlight international research, identify promising practices and to enhance scientifi c collaborations around the world. By the end of FASD 2013, participants can expect to: - recognize the implications of cutting-edge and emerging evidence-based research and knowledge of practice around the world - describe different approaches to FASD, from other countries and across disciplines - develop linkages and partnerships among international researchers, networks, governments, communities, service providers and families - review and discuss specifi c areas of interest through two-way exchanges of knowledge - promote dialogue and facilitate knowledge exchange through: formal sessions, networking and onsite meetings This interdisciplinary conference will be of interest to the following audience: researchers; policymakers; individuals and families impacted by FASD; family members; FASD specialists; clinicians and counselors; indigenous communities; educators; health/ mental health, addictions, justice, and child welfare professionals and administrators; service providers; elected offi cials; faith communities; community members; and others interested in the fi eld of FASD. The conference will be held at The Westin Bayshore hotel. Located in downtown Vancouver, The Westin Bayshore offers an unparalleled location with panoramic views of the coastline and historic Stanley Park. It is located on 1601 Bayshore Drive (parallel to West Georgia Street), Vancouver, BC, Canada. Reserve today to avoid disappointment by calling toll free: 1.800.937.8461; or +1 604.682.3377; or online through our website: interprofessional.ubc.ca under “FASD 2013.” A special rate of $139 CDN for a standard guest room (single/double) + applicable taxes is available. A block of rooms has been booked and will be held based on availability at the conference rate until January 25, 2013. Please specify that you are booking under the UBC Interprofessional Continuing Education FASD 2013 Conference room block to receive these reduced rates. Secure parking is available for the following [...]... Contents 5 The Evolution of Concentrated Ownership in India: Broad Patterns and a History of the Indian Software Industry Tarun Khanna and Krishna G Palepu Comment: Ashoka Mody 6 The History of Corporate Ownership in Italy Alexander Aganin and Paolo Volpin Comment: Daniel Wolfenzon 7 A Frog in a Well Knows Nothing of the Ocean: A History of Corporate Ownership in Japan Randall K Morck and Masao Nakamura Comment:... enough to carry into corporate boardrooms Corporate CEOs use or abuse Randall K Morck is the Stephen A Jarislowsky Distinguished Professor of Finance at the University of Alberta School of Business and a research associate at the National Bureau of Economic Research Lloyd Steier is professor of Strategic Management and Organization, chair in Entrepreneurship and Family Enterprise, and academic director of. .. López-de-Silanes, Marco Pagano, Enrico Perotti, Katharina Pistor, Mark Rameseyer, Andrei Shleifer, Richard Sylla, and Bernard Yeung, as well as participants at the University of Alberta/NBER conference at Lake Louise, Alberta, the CEPR/ECGN/ INSEAD /University of Alberta/NBER conference in Fontainebleau, France, the Corporate Governance Forum of Turkey in Istanbul, and the Academy of International Business conference... is based on La Porta et al for all other countries We are grateful to Raphael La Porta for making the names of the top firms in each country available to us Fig 1 Who controls the world s great corporations? Sources: La Porta et al (1999) with Japanese data augmented by Morck and Nakamura (1999) to account for combined keiretsu stakes and German data augmented with information from Baums (1995) to account... It Matter? Capitalism is thus called because it is an economic system organized around the production and allocation of capital The savings of individuals are the basis of all capital Yet the ways in which economies accumulate The Global History of Corporate Governance: An Introduction 5 and allocate capital are quite different in different countries, and seem closely related to how each country handles... financial institution The bank then lends the money to companies to buy factories, machinery, and technologies Or sometimes the bank actually invests in other companies by buying their shares or bonds This constitutes another way in which economies can accumulate and allocate capital Banks play much greater capital allocation roles in German and Japanese capitalism than in the Anglo-American variant,... capital accumulation and allocation—are important in many free-market economies as well, especially historically For ... and the ability to trade These seem to be universal macroeconomic goals as discussed in The Macroeconomic Perspective No country would argue against them To study macroeconomic policy around the. .. economies by appealing to an aggregate production 2/3 Introduction to Macroeconomic Policy around the World function We argued that the diversity of average incomes across the world was explained.. .Introduction to Macroeconomic Policy around the World severe in the low- and middle-income economies around the world (Credit: modification of work by Daniel