International Negociations

This practical book provides effective strategies and systematic approaches to improve the results of international negotiations. Cellich and Jain focus on negotiating with developing countries and review the basic influence techniques used by international negotiators, how to identify them and how to thwart them.

Table des matières

I. INTRODUCTION. 1. Overview of Global Business Negotiations. II. NEGOTIATION ENVIRONMENT SETTING. 2. Role of Culture in Cross-Border Negotiations. 3. Selecting Your Style. III. NEGOTIATION PROCESS. 4. Prenegotiations Planning. 5. Initiating Global Business Negotiations: Making the First Move. 6. Price Negotiations. 7. Closing Business Negotiations. 8. Undertaking Renegotiations. IV. NEGOTIATION TOOLS. 9. Communication Skills for Effective Negotiations. 10. Demystifying the Secrets of Power Negotiations. V. MISCELLANEOUS TOPICS. 11. Negotiating on the Internet. 12. Global Negotiations- Cases and Exercises. Selected Bibliography. Index.

Détails du produit

• Auteurs: Claud Cellich, Claude Cellich, Subhash Jain, Subhash C. Jain
• Edition: South western publishing co
• Langues: Anglais
• Format d'édition: Livre Relié
• Sortie: 18.04.2003
• EAN: 9780538726580
• ISBN: 978-0-538-72658-0
• Dimensions: 157 mm x 236 mm x 17 mm
• Catégories: Livres de conseils > Droit, profession, finances; Management