Skip to navigation, content

Negotiating International Business


Few areas present greater challenges and pitfalls than negotiating across cultures. Differing views of acceptable practices and misguided assumptions about a counterpart’s intentions may not only cause friction, they may result in unfavorable or lost deals. In this presentation, Lothar Katz, author of Negotiating International Business – The Negotiator’s Guide to 50 Countries Around The World, discusses the cultural and economic factors that influence attitudes, styles, and bargaining practices and provides clear negotiation do’s and don’ts.  Katz covers how to adjust your negotiation style and timing to an international environment; how to deal with unusual negotiation techniques; how to build relationships with your foreign counterparts and speed up the negotiation process; how to avoid conflict around ethical and cultural disagreements and, how to confirm agreement and close dependable contracts.
(42 slides)

You have attempted to access an area of the Management Roundtable site that requires you to be signed in or to have a different level of access.

Please log in with your email address and password below. If you are not a member, you may join Management Roundtable for additional benefits.

Forgotten your password? Click here to request your password


Now you can try FastTrack for yourself. For just $89, you can access everything on FastTrack for 6 weeks. At the end of your introductory membership, you can renew your membership for a full year at the regular rate of $495 per year. If you're not 100% satisfied with your membership, simply contact us to receive a full refund!





Registered UserRegistered UserNot ready to commit yet? Become a registered user of Fast Track for free. Every month we make exclusive Fast Track articles available to our registered users.





How to access this article

Already a member?

To purchase access by phone:

Call 1-800-338-2223 or 781-891-8080 (9:00am - 5:30pm EDT)

You may also be interested in:

  1. Special Report on RD&E and Innovation in China

    Publication | Posted: 2008-08-01

  2. Managing International Projects Locked

    Research | Posted: 2007-10-24