Includes bibliographical references and index.

1. Best-in-class negotiations in the international context / Marc Helmold -- 2. Prisoners' dilemma and negotiation types / Marc Helmold -- 3. Competencies and criteria for successful negotiations / Marc Helmold -- 4. Negotiations as integral part of the corporate strategy / Marc Helmold -- 5. Negotiation execution : value add and the ZomA / Marc Helmold -- 6. Negotiation concepts / Marc Helmold -- 7. Negotiations in different cultures and internationalization / Tracy Dathe and Marc Helmold -- 8. Business negotiations in industry / Marc Helmold -- 9. A-6 concept for successful international negotiations / Marc Helmold -- 10. Nonverbal communication / Marc Helmold -- 11. Tools for negotiations -- Marc Helmold, Brian Terry and Florian Hummel -- 12. Outsourcing negotiations / Brian Terry and Marc Helmold -- 13. Negotiations in the global economy / Jan Pieper -- 14. Negotiations in companies with financial difficulties / Marc Helmold and Tracy Dathe -- 15. Negotiations in the service industry / Florian Hummel -- 16. Negotiations in project management / Marc Helmold -- 17. Negotiations in different countries / Marc Helmold -- 18. Negotiations in Europe / Marc Helmold [and five others] -- 19. Negotiations in the Americas / Marc Helmold, Nisha Becker, Juanira Gonzalez and Maria del Pillar Herrera -- 20. Negotiations in Japan, China and Asia-Pacific / Marc Helmold, Tracy Dathe and Anton Chan -- 21. Negotiations in Arabic countries and the Middle East / Marc Helmold, Warda Samara, Ayat Abusini and Roshan Nelson -- 22. Negotiations in Africa / Marc Helmold, Youssef Hammadi and Vishal Panwar.

This book describes how international negotiations can be conducted in a structured, professional, and effective manner. It focuses on all elements of negotiations, from preparation, execution, strategies and tactics to non-verbal communication and psychological factors.