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
Linked Resources
Online Access
Record Appears in
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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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