Successful International Negotiations

A Practical Guide for Managing Transactions and Deals

  • Marc Helmold
  • Tracy Dathe
  • Florian Hummel
  • Brian Terry
  • Jan Pieper

Part of the Management for Professionals book series (MANAGPROF)

Table of contents

  1. Front Matter
    Pages i-xx
  2. Marc Helmold
    Pages 65-81
  3. Tracy Dathe, Marc Helmold
    Pages 83-96
  4. Marc Helmold
    Pages 97-106
  5. Marc Helmold
    Pages 163-172
  6. Marc Helmold, Brian Terry, Florian Hummel
    Pages 173-182
  7. Brian Terry, Marc Helmold
    Pages 183-188
  8. Jan Pieper
    Pages 189-200
  9. Marc Helmold, Tracy Dathe
    Pages 201-213
  10. Florian Hummel
    Pages 215-227
  11. Marc Helmold
    Pages 229-235
  12. Marc Helmold
    Pages 237-241
  13. Marc Helmold, Catherine Lee, Agne Aleksandraviciute, Mari Zakaryan, Damiano Filingeri, Daria Vlasova
    Pages 243-279
  14. Marc Helmold, Nisha Becker, Juanira Gonzalez, Maria del Pillar Herrera
    Pages 281-295
  15. Marc Helmold, Tracy Dathe, Anton Chan
    Pages 297-314
  16. Marc Helmold, Warda Samara, Ayat Abusini, Roshan Nelson
    Pages 315-340
  17. Marc Helmold, Youssef Hammadi, Vishal Panwar
    Pages 341-354

About this book


This book describes how international negotiations can be conducted in a structured, professional and effective manner. It also offers recommendations based on examples of successful negotiations from both economically leading countries such as the USA, China and Japan, as well as smaller countries such as the Netherlands, Israel and Morocco. Providing practically relevant experiences from middle and top management positions in different business sectors, the contributors focus on all elements of negotiations, spanning from preparation, execution, strategies and tactics to non-verbal communication and psychological factors. Moreover, the chapters offer detailed introductions to more than 25 countries around the globe, which can be used as a reference guide to doing business in the specific contexts. 


Intercultural negotiations Conflict management Non-verbal communication Negotiation breakthrough Communication variations across cultures

Editors and affiliations

  • Marc Helmold
    • 1
  • Tracy Dathe
    • 2
  • Florian Hummel
    • 3
  • Brian Terry
    • 4
  • Jan Pieper
    • 5
  1. 1.IUBH Internationale HochschuleBerlinGermany
  2. 2.HolzkirchenGermany
  3. 3.IUBH Internationale HochschuleBerlinGermany
  4. 4.Regent's University LondonLondonUK
  5. 5.IUBH Internationale HochschuleBerlinGermany

Bibliographic information