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000952015 020__ $$a9781631573101$$qe-book
000952015 020__ $$z9781631573095$$qpaperback
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000952015 035__ $$a(OCoLC)957493518
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000952015 050_4 $$aHD58.6$$b.C453 2016
000952015 0820_ $$a658.4052$$223
000952015 1001_ $$aCellich, Claude.,$$eauthor.
000952015 24510 $$aCreative solutions to global business negotiations /$$cClaude Cellich, Subhash C. Jain.
000952015 250__ $$aSecond edition.
000952015 264_1 $$aNew York, New York (222 East 46th Street, New York, NY 10017) :$$bBusiness Expert Press,$$c2016.
000952015 300__ $$a1 online resource (x, 263 pages)
000952015 336__ $$atext$$2rdacontent
000952015 337__ $$acomputer$$2rdamedia
000952015 338__ $$aonline resource$$2rdacarrier
000952015 4901_ $$aInternational business collection,$$x1948-2760
000952015 500__ $$aEdition statement from title page; verso shows both Second edition and First edition.
000952015 504__ $$aIncludes bibliographical references (pages 241-256) and index.
000952015 5050_ $$aPart 1. Introduction -- 1. Overview of global business negotiations -- Part 2. Negotiation environment and setting -- 2. Role of culture in cross-border negotiations -- 3. Selecting your negotiating style -- Part 3. Negotiation process -- 4. Prenegotiations planning -- 5. Initiating global business negotiations: making the first move -- 6. Trading concessions -- 7. Price negotiations -- 8. Closing business negotiations -- 9. Undertaking renegotiations -- Part 4. Negotiation tools -- 10. Communication skills for effective negotiations -- 11. Demystifying the secrets of power negotiations -- 12. Managing negotiating teams -- 13. Developing an organizational negotiation capability -- Part 5. Miscellaneous topics -- 14. Negotiating intangibles -- 15. Negotiating on the internet -- 16. Overcoming the gender divide in global negotiation -- 17. Strategies for small enterprises negotiating with large firms -- 18. Negotiating via interpreters -- Notes -- References -- Index.
000952015 506__ $$aAccess limited to authorized users.
000952015 5203_ $$aMaking deals globally is a fact of life in modern business. To successfully conduct deals abroad, executives need skills to negotiate with counterparts who have different backgrounds and experiences. This book provides international executives with the savvy they need to negotiate with finesse and ease, no matter where they are. It offers valuable insights into the fine points of negotiating, and guidelines on delicate issues that can influence a promising deal. This book is an indispensable tool that provides know-how and expert strategies for striking favorable deals. The book emphasizes the importance of preparation and offers basic rules and checklists for staying on top in negotiations.
000952015 588__ $$aTitle from PDF title page (viewed on August 29, 2016).
000952015 650_0 $$aNegotiation in business.
000952015 653__ $$aCulture and negotiations
000952015 653__ $$aglobal negotiations
000952015 653__ $$anegotiation styles
000952015 653__ $$anegotiation process
000952015 653__ $$anegotiation on the Internet
000952015 653__ $$arenegotiations
000952015 655_0 $$aElectronic books
000952015 7001_ $$aJain, Subhash C.,$$d1942-,$$eauthor.
000952015 77608 $$iPrint version:$$z9781631573095
000952015 830_0 $$aInternational business collection.$$x1948-2760
000952015 852__ $$bebk
000952015 85640 $$3ProQuest Ebook Central Academic Complete $$uhttps://univsouthin.idm.oclc.org/login?url=https://ebookcentral.proquest.com/lib/usiricelib-ebooks/detail.action?docID=4643528$$zOnline Access
000952015 909CO $$ooai:library.usi.edu:952015$$pGLOBAL_SET
000952015 980__ $$aBIB
000952015 980__ $$aEBOOK
000952015 982__ $$aEbook
000952015 983__ $$aOnline