Intercultural Negotiation

Negotiation is an unpredictable activity. It is based on human interactions, which are both highly complex and often charged with emotion. While the perspectives of individuals on different sides of the negotiating table will always differ, these differences are obviously exaggerated when the individuals concerned come from different cultures. With the increasing globalisation of businesses and markets, the acquisition of strong inter-cultural negotiation skills is essential for the smooth running of day-to-day business in many companies. This practical book provides a roadmap to successful intercultural negotiation. It is packed with examples, tips and pieces of advice from more than 25 countries on all continents.

Manoella Wilbaut is Global Head of Commercial Developments for DHL Customer Solutions & Innovation. Prior to that she was a consultant for Cap Gemini Ernst & Young. She teaches at HEC Brussels and provides training at DHL.