TY  - BOOK
AU  - Cellich,Claude
AU  - Jain,Subhash C.
TI  - Practical solutions to global business negotiationsClaude Cellich, Subhash C. Jain
T2  - International business collection,
SN  - 9781606492505
AV  - HD58 .P733 2012
PY  - 2012///
CY  - [New York, N.Y. (222 East 46th Street, New York, NY 10017)
PB  - Business Expert Press
KW  - Negotiation in business
KW  - International business enterprises
KW  - Global negotiations
KW  - culture and negotiations
KW  - negotiation styles
KW  - negotiation process
KW  - renegotiations
KW  - negotiation on the Internet
N1  - 1 (pages 293-312) and index; 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; 2; b; Also available in printing
N2  - 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
UR  - https://go.openathens.net/redirector/ciu.edu?url=https://portal.igpublish.com/iglibrary/search/BEPB0000088.html
ER  -