TY  - BOOK
AU  - Cellich,Claude
TI  - Creative solutions to global business negotiations /Claude Cellich
T2  - International business collection,
SN  - 9781952538797
AV  - HD58 .C743 2021
KW  - Negotiation in business
KW  - International business enterprises
KW  - Culture and negotiations
KW  - Global negotiations
KW  - Negotiation styles
KW  - Negotiating process
KW  - Negotiation on the Internet
KW  - Renegotiations
KW  - Intangibles
KW  - Persuasion
KW  - Communications
KW  - Managing negotiating teams
KW  - Negotiation capability
KW  - Electronic books
N1  - 1 (pages 237-252) and index; 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; 2; b; Also available in printing
N2  - 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
UR  - https://go.openathens.net/redirector/ciu.edu?url=https://portal.igpublish.com/iglibrary/search/BEPB0001047.html
ER  -