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Negotiating International Business

Lothar Katz

Live Audio-Session with
Lothar Katz
Founder and President
Leadership Crossroads

If your firm is like most, chances are you're becoming increasingly reliant on outsourcing vendors, suppliers and partners from Asia and elsewhere as part of your product development process.

But few areas present greater challenges and pitfalls than negotiating across cultures. Differing views of acceptable practices and misguided assumptions about a counterpart’s intentions may not only cause friction, they may result in unfavorable or lost deals. This need not be the case.

Management Roundtable's exclusive new audiosession, Negotiating International Business, on Tuesday, October 9th from 1:00 - 2:30pm ET features acclaimed expert, Lothar Katz (author of “Negotiating International Business – The Negotiator’s Guide to 50 Countries Around The World”) on negotiation do’s and don’ts, including the cultural and economic factors that influence attitudes, styles, and bargaining practices.

By participating you will learn how to:

  • Adjust your negotiation style and timing to an international environment
  • Deal with unusual negotiation techniques
  • Effectively build relationships with your foreign counterparts and speed up the negotiation process
  • Avoid conflict around ethical and cultural disagreements
  • Confirm agreement and close dependable contracts

The 90-minute session (including 30 minutes Q&A) will cover the challenges and caveats of negotiating with foreign counterparts. Lothar will discuss strategies and tactics that even experienced American negotiators may be unfamiliar with, offering practical examples from Asia, Europe, and Latin America.


Frequent opportunities for questions and answers will provide participants with guidance on their unique concerns and challenges. The session also includes:

  • Hardcopy of presentation slides sent to your office prior to session.

  • Your questions answered by an expert 

Invite your whole team to join you - the fee is the same as long as you are on one line, just put it on speakerphone!

Can't make the time and date of the call? Join FastTrack and receive the transcript and download the mp3 of this and other audio sessions.

About the Session Leader

Lothar Katz
Leadership Crossroads

Lothar Katz is a former Vice President and General Manager with Texas Instruments, a Fortune 500 high-technology company.  During his 18-year corporate career he has been managing large distributed product development organizations across the U.S., Germany, India, China, Japan, and Australia.  He has a wealth of experience in achieving productive cooperation across cultures and driving business success on a global scale.

Session Details

This AudioSession is not currently scheduled. If you would like us to offer a repeat session in the future, please fill out our Topic Request Form

October 9, 2007

1:00pm - 2:30pm ET

Your office


Unlimited attendance per phone connection

N.B. If you are registering on the same day of the call, please call 1-800-338-2223 or 781-891-8080

How To Register:

Online: Online Registration Form
By phone: Call 1-800-338-2223 or 781-891-8080
(9:00am-5:30pm EST)

You will receive:

1. E-mail confirmation of your registration and dial-in instructions
2. powerpoint_icon.gif (342 bytes)Softcopy of presentation slides emailed  to your office prior to session
3. Your questions answered by an expert - both during the session (live) and after (by email)