Picture of Notes from the Field - Negotiating around the World

Notes from the Field - Negotiating around the World

The consultations behind the 'ICC Principles to facilitate Commercial Negotiation'
ICC Publication No. 762E, 2014 Edition
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ISBN 9789284202607
About this title

Business negotiations are increasingly taking place across borders, among parties from different cultures and traditions. But how do you prepare for intercultural business meetings?


This publication gives guidance on what to expect and how to prepare for parties that might have very diverse expectations and understanding of issues. It will help smoother negotiating processes and improve relationships between business partners.

Best practice for smooth negotiations

Rethinking the way individuals and organizations approach negotiation may pave the way for dialogues based on mutual understanding and better organizational, coordinated approaches to negotiation practices. Learn from the experiences of expert negotiators to avoid making the same mistakes yourself. 24 individual one-on-one interviews conducted by an ICC lawyer with significant negotiating experience will provide you with :

  • Hands-on advice from experienced practitioners involved in negotiations around the world across a range of sectors
  • Unique on-the-ground view into cultural issues that may arise in international negotiations 
  • Anecdotes based on personal, unvarnished experience

Vital business tools for businesspeople, lawyers and students

The concrete examples in this publication bring to life ICC’s Principles to Facilitate Commercial Negotiation and will help you enhance your business reputation and international negotiating technique.

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