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Why Doesn't He Use a Spoon?
Why Doesn't He Use a Spoon?

Why Doesn't He Use a Spoon?

A Guide to International Business Negotiation


232 Pages, 6 x 9

Formats: Trade Paper

Trade Paper, $53.99 (US $53.99) (CA $64.99)

Publication Date: January 2016

ISBN 9788741257501

Rights: US, CA & ASIA

Gyldendal Akademisk (Jan 2016)

Price: $53.99


A must-read for the international negotiator. This book takes the research which is relevant to the international negotiator and adds the authors’ own negotiating experience. Between them over the last 35 years, the authors have been on either the sales or buying side of the negotiating table in more than 30 different countries on five continents.

Author Biography

Søren Hilligsøe graduated from the Aarhus School of Business in 1978 with a Masters Degree in English. After graduating he started working as a lecturer at a business college, at the same time using his language skills as an official translator and interpreter. In 2001 he was approved as a trainer of negotiation skills at Management Centre Europe, Brussels. While on the faculty he facilitated both public programs and in-house programs for major European companies. Richard Pooley spent his early years in the UK, Qatar, Zambia, Kenya and Botswana, where he was a Voluntary Service Overseas teacher. After graduating from the University of Exeter in 1974 he worked for the UK's Ministry of Overseas Development in London and, for a short time, at the United Nations in New York. Richard became a partner of Canning in 1995 and Managing Director in 2005, leading the company to 100% employee ownership in 2009. He retired from the company in 2012 but continues to do specialist training and coaching