1.Lack of preparation. The three P’s of negotiation are preparation, preparation, and preparation. Do you know about the people with whom you will negotiate? Do you understand anything about their history, culture, or needs? Have you researched the firm you are speaking with, and brought in a guide to coach you as to what to [...]

The trend is obvious: U.S. firms, crushed by a credit crisis and fear in the private equity and capital markets, need to look elsewhere for money. Many are looking overseas for Chinese, Japanese and European investment. Hat in hand, our executives travel to these far-off capital markets in search of money to survive and grow. [...]

What the world told me about Tuesday’s election. Who am I? As a regular global business columnist for the DBJ, many have read my thoughts and tips on global business. My field is international market entry, and my firm specializes in taking firms into foreign markets through sales, distribution, acquisitions, and strategic alliances. I only [...]

Can manufacturers use a foreign trade zone to be competitive? In 2000, Congress passed the Trade and Development Act, to create Foreign Trade Zones. Foreign Trade Zones (FTZ’s) exist throughout the USA to help domestic manufacturers save money and defer expenses. Think of an FTZ as a small island somewhere in the USA that is [...]

1) Make no investment in the country. Don’t learn any of the language, don’t read about the culture, and don’t visit frequently. Why waste your valuable time? 2) Don’t spend any money. Use a “straight commission, no cure no pay” business model. After all, no one else is interested in the Chinese market, so remember [...]

As we cheer on the Olympic Games, we should be aware of the business prospects that are created

How to push your company at an international trade show Denver Business Journal The world-is-getting-smaller concept means Americans are attending more foreign trade shows to perform market research, sell their wares, engage in competitive analysis, or seek partners and alliance companies. There are nuances to doing this overseas, and here are the top 10 tips [...]

It’s true there are markets waiting for American products and services around the globe. But the main success factors for market entry have not always been money, market power or advertising. Successful market entry is often a function of flexibility and creativity. We’ve all seen examples: Market failures We’ve all heard stories of Chevrolet Nova [...]