Creative solutions to global business negotiations /Claude Cellich.

By:

Cellich, Claude [Author]

Material type: Text

TextSeries: Edition: Third editionDescription: 1 online resource (x, 251 pages)Content type:

text

Media type:

computer

Carrier type:

online resource

ISBN:

9781952538797

Subject(s):

Genre/Form:

Electronic books.

LOC classification:

HD58 .C743 2021

Online resources:

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Available additional physical forms:

Contents:

Chapter 1. Overview of global business negotiations -- Part 2. Negotiation environment and setting. Chapter 2. Role of culture in cross-border negotiations ; Chapter 3. Identifying your negotiating style -- Part 3. Negotiation process ; Chapter 4. Pre-negotiation planning ; Chapter 5. Making the first offer ; Chapter 6. Exchanging concessions ; Chapter 7. Price negotiations ; Chapter 8. Closing business negotiations ; Chapter 9. Undertaking renegotiations -- Part 4. Negotiation tools. Chapter 10. Communication skills for effective negotiations ; Chapter 11. Demystifying the secrets of power negotiations ; Chapter 12. Persuasion: a negotiator's core skill ; Chapter 13. Managing negotiating teams ; Chapter 14. Developing an organizational negotiating capability -- Part 5. New issues. Chapter 15. Negotiating intangibles ; Chapter 16. Negotiating on the Internet ; Chapter 17. Strategies for small enterprises negotiating with large firms ; Chapter 18. Negotiating in chaotic environments.

Abstract: Making deals globally in the digital revolution is disrupting business operations. To successfully conduct deals abroad, executives need skills to negotiate with counterparts who have different backgrounds and experi-ences. This third edition provides executives with the savvy they need to negotiate winning solutions, 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.

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Holdings
Item type	Current library	Collection	Call number	URL	Status	Date due	Barcode
Online Book (LOGIN USING YOUR MY CIU LOGIN AND PASSWORD)	G. Allen Fleece Library	Non-fiction	HD58.6 (Browse shelf(Opens below))	Link to resource	Available		9781952538797

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Previous	HD57.7 You're a genius : using reflective practice to master the craft of leadership /	HD57.8 Followership : what it takes to lead /	HD58 Location analytics for business : the research and marketing strategic advantage /	HD58.6 Creative solutions to global business negotiations /Claude Cellich.	HD58.6 Creative solutions to global business negotiations /Claude Cellich, Subhash C. Jain.	HD58.6 How to be a better deal-closer : the 7Ps of successful deal-closing /	HD58.6 Negotiating with winning words : dialogue and skills to help you come out ahead in any business negotiation /	Next

Part 1. Introduction -- Chapter 1. Overview of global business negotiations -- Part 2. Negotiation environment and setting. Chapter 2. Role of culture in cross-border negotiations ; Chapter 3. Identifying your negotiating style -- Part 3. Negotiation process ; Chapter 4. Pre-negotiation planning ; Chapter 5. Making the first offer ; Chapter 6. Exchanging concessions ; Chapter 7. Price negotiations ; Chapter 8. Closing business negotiations ; Chapter 9. Undertaking renegotiations -- Part 4. Negotiation tools. Chapter 10. Communication skills for effective negotiations ; Chapter 11. Demystifying the secrets of power negotiations ; Chapter 12. Persuasion: a negotiator's core skill ; Chapter 13. Managing negotiating teams ; Chapter 14. Developing an organizational negotiating capability -- Part 5. New issues. Chapter 15. Negotiating intangibles ; Chapter 16. Negotiating on the Internet ; Chapter 17. Strategies for small enterprises negotiating with large firms ; Chapter 18. Negotiating in chaotic environments.

Making deals globally in the digital revolution is disrupting business operations. To successfully conduct deals abroad, executives need skills to negotiate with counterparts who have different backgrounds and experi-ences. This third edition provides executives with the savvy they need to negotiate winning solutions, 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.

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