1. Rushing to the "New East": The Myths and the Realities -- 2. The Eastern European Market: A Diamond in the Rust -- 3. Getting to Know Eastern European Customers: "Country Capsules" -- 4. Successful Selling: Researching the Market, Distributing a Product -- 5. Why Invest in Eastern Europe? Smart Strategies for Investors -- 6. Deciding Where to Invest: Weighing the Potential and the Pitfalls -- 7. Riding the Waves of "Transition": Managing Business Risk -- 8. Finding the Perfect Partner: Qualifying People and Enterprises -- 9. Negotiating and Financing a Deal -- 10. Mastering the Venture: Promoting Change, Communication, and Conflict Resolution -- 11. Mastering the Technology-Transfer Game -- 12. The Etiquette Edge for Eastern Europe -- 13. Formulas for Business Success: Five Corporate Cases -- Epilogue. Predicting the Unpredictable in Eastern Europe -- Appendix. Sources of Information for Marketer.

As political walls tumble and economic barriers disappear, the number of new opportunities for doing business with Eastern Europe's emerging capitalists is soaring. Indeed, at this very moment, many of America's most forward - looking individuals and corporations are building profitable relationships with their counterparts in Eastern Europe and the former Soviet republics - relationships that can virtually guarantee a company's success throughout the '90s and well into the twenty-first century. Now, thanks to this revealing guide, you can learn the success stories and closely guarded secrets of hundreds of corporate executives, independent entrepreneurs, small business owners, and innovative managers who have already discovered the opportunities in the markets of East-Central Europe and the former USSR. Based on normally hard-to-come-by information from companies and individual entrepreneurs who have launched successful ventures in Eastern Europe and the newly independent states, here's an invaluable guide to one of the most exciting investment opportunities of the twenty-first century!