Creative solutions to global business negotiations / Claude Cellich, Subhash C. Jain.
Cellich, Claude., author.; Jain, Subhash C., 1942-, author.
2016
HD58.6 .C453 2016
Available Online

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Title Creative solutions to global business negotiations / Claude Cellich, Subhash C. Jain.
Author Cellich, Claude., author.
Edition Second edition.
ISBN 9781631573101 e-book
9781631573095 paperback
Published New York, New York (222 East 46th Street, New York, NY 10017) : Business Expert Press, 2016.
Language English
Description 1 online resource (x, 263 pages)
Call Number HD58.6 .C453 2016
Dewey Decimal Classification 658.4052
Summary Making deals globally is a fact of life in modern business. To successfully conduct deals abroad, executives need skills to negotiate with counterparts who have different backgrounds and experiences. This book provides international executives with the savvy they need to negotiate with finesse and ease, no matter where they are. It offers valuable insights into the fine points of negotiating, and guidelines on delicate issues that can influence a promising deal. This book is an indispensable tool that provides know-how and expert strategies for striking favorable deals. The book emphasizes the importance of preparation and offers basic rules and checklists for staying on top in negotiations.
Note Edition statement from title page; verso shows both Second edition and First edition.
Bibliography, etc. Note Includes bibliographical references (pages 241-256) and index.
Access Note Access limited to authorized users.
Source of Description Title from PDF title page (viewed on August 29, 2016).
Added Author Jain, Subhash C., 1942-, author.
Series International business collection. 1948-2760
Available in Other Form Print version: 9781631573095
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Record Appears in Online Resources > Ebooks
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Part 1. Introduction
1. Overview of global business negotiations
Part 2. Negotiation environment and setting
2. Role of culture in cross-border negotiations
3. Selecting your negotiating style
Part 3. Negotiation process
4. Prenegotiations planning
5. Initiating global business negotiations: making the first move
6. Trading concessions
7. Price negotiations
8. Closing business negotiations
9. Undertaking renegotiations
Part 4. Negotiation tools
10. Communication skills for effective negotiations
11. Demystifying the secrets of power negotiations
12. Managing negotiating teams
13. Developing an organizational negotiation capability
Part 5. Miscellaneous topics
14. Negotiating intangibles
15. Negotiating on the internet
16. Overcoming the gender divide in global negotiation
17. Strategies for small enterprises negotiating with large firms
18. Negotiating via interpreters
Notes
References
Index.

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