Define the long-term strategic interests of your firm. Prepare to overcome cross-cultural barriers to defining mutual interests.

Look for weaknesses in your opponent’s position. Learn about your opponent, but reveal as little as possible.

Give and demand to receive objective information that clarifies each party’s interests. Accept cultural differences in speed of response and type of information needed. Make firm but reasonable first offer.

Provide as little information as possible to your opponent. Make your position explicit. Make a hard offer that is more favorable to your side than you realistically expect to achieve.

Sign when the interests of your firm are met. Adapt to cultural differences in contracts when necessary.

Begin with high initial demands. Make concessions slowly and grudgingly.

Search for mutually acceptable criteria for reaching accord. Accept cultural differences in starting position and in how and when concessions are made.

Sign only if you win and then ensure that you sign an iron-clad contract.

Use dirty tricks and pressure tactics when appropriate to win.