Cellich, Claude, <br/><br/>
Creative solutions to global business negotiations /Claude Cellich. 

 - Third edition. 
 - 1 online resource (x, 251 pages) 
 - International business collection, .
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<br/><br/>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. 
<br/><br/> 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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<br/><br/><br/>Mode of access: World Wide Web. <br/>System requirements: Adobe Acrobat reader. 
<br/><br/><label>ISBN: </label>9781952538797 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Negotiation in business.<br/>International business enterprises.
<br/><br/><label>Subjects--Index Terms: </label>Culture and negotiations. Global negotiations. Negotiation styles. Negotiating process. Negotiation on the Internet. Renegotiations. Intangibles. Persuasion. Communications. Managing negotiating teams. Negotiation capability. 
<br/><br/><label>Index Terms--Genre/Form: </label><br/>Electronic books.
<br/><br/><label>LC Class. No.: </label>HD58  / .C743 2021