Cellich, Claude. <br/><br/>
Practical solutions to global business negotiationsClaude Cellich, Subhash C. Jain. 

 - first edition. 
 - [New York, N.Y. (222 East 46th Street, New York, NY 10017) :  Business Expert Press,  (c)2012. 
 - 1 electronic text (x, 323 pages) :  digital file. 
 - International business collection, .
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<br/><br/>Preface --  Part 1. Introduction --  1. Overview of global business negotiations --  Part 2. Negotiation of 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 --  Part 5. Miscellaneous topics --  12. Negotiating on the internet --  13. Overcoming the gender divide in global negotiation --  14. Strategies for small enterprises negotiating with large firms --  Case A. Chinese negotiations --  Case B. European negotiations --  Case C. Latin American negotiations --  Case D . Middle Eastern negotiations --  Case E. Asian negotiations --  Case F. The Renault-Nissan alliance negotiations --  Case G. Factory closure negotiations --  Notes-- References --  Index. 
<br/><br/> 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. Practical Solutions to Global Business Negotiations 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. 
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<br/><br/><br/>Mode of access: World Wide Web. <br/>System requirements: Adobe Acrobat reader. 
<br/><br/><label>ISBN: </label>9781606492505 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Negotiation in business.<br/>International business enterprises.
<br/><br/><label>Subjects--Index Terms: </label>Global negotiations culture and negotiations negotiation styles negotiation process renegotiations negotiation on the Internet 
<br/><br/><label>LC Class. No.: </label>HD58  / .P733 2012