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Printable Handouts
Navigable Slide Index
- Introduction
- What to expect of this talk
- Phases of negotiations
- There is no "one Europe"
- Exceptions to the EU common legal framework
- Cultural characteristics impact on negotiating
- Comparing EU countries
- The "North vs. South" difference in EU countries
- Expectations of upfront relationship building
- Bargaining exchange
- Bargaining and haggling
- Attitudes toward contracts
- General contract guidelines
- Important preparation steps
- Specific examples
- Germany: negotiation attitude
- Germany: negotiation hints
- Italy: negotiation attitude
- Italy: negotiation hints
- United Kingdom: negotiation attitude
- United Kingdom: negotiation hints
- France: negotiation attitude
- France: negotiation hints
- Spain: negotiation attitude
- Spain: negotiation hints
- Negotiating international business: resource
- Negotiations in the EU: commonalities
- Negotiations in the EU: what to pay attention to
- Negotiating can be great fun
Topics Covered
- Process & phases
- Negotiation attitudes
- Upfront expectations
- Bargaining exchange: expected length & attitudes towards haggling
- Attitudes towards contracts
- Important preparation steps
- Specific examples and negotiation hints: Germany, Italy, United Kingdom, France and Spain
- Commonalities across Europe
Talk Citation
Katz, L. (2011, October 27). Negotiating in European Union countries [Video file]. In The Business & Management Collection, Henry Stewart Talks. Retrieved December 21, 2024, from https://doi.org/10.69645/ZFBO4741.Export Citation (RIS)