For those involved in business, undertaking negotiations in an international context is a complex art which continues to increase in importance. What cultural aspects should be considered? What are barriers to successful negotiation? What practical approaches help managers to overcome such barriers?

The School of Business FHNW is practice and application oriented. For an export oriented country like Switzerland and universities, practical approaches in international business are crucial. For two years, an international team composed of 18 lecturers from partner universities worked together on a project titled "International Negotiations". The publication, a result of their investigations, presents aspects of negotiations in: Switzerland, Germany, Finland, Russia, China, Vietnam, the UK and the USA.  In addition, there are case studies and recommendations for negotiations in the described countries.

The author’s recommendations extend from "punctuality is very important in Finland” to informing readers that putting your hands in your pockets may be perceived as rude in Russia. The book also shows that in contrast to western countries, Asian countries value business relationships over binding contracts.

The authors represent the most important ones among the 130 institutions worldwide, with which the School of Business nurtures partnerships.

Contact and further information:

Prof. Dr. Ruedi Nützi ruedi.nuetzi@fhnw.ch

Orders:

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by e-mail: Olga Schibli olga.schibli@fhnw.ch