Creative solutions to global business negotiations / Claude Cellich, Subhash C. Jain.

Format:

Book

Author/Creator:

Cellich, Claude., author.

Jain, Subhash C., 1942- author.

Series:

International business collection. 1948-2760

International business collection, 1948-2760

Language:

English

Subjects (All):

Negotiation in business.

Physical Description:

1 online resource (x, 263 pages)

Edition:

Second edition.

Place of Publication:

New York, New York (222 East 46th Street, New York, NY 10017) : Business Expert Press, 2016.

Summary:

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. This book 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.

Contents:

Part 1. Introduction

1. Overview of global business negotiations

Part 2. Negotiation 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

12. Managing negotiating teams

13. Developing an organizational negotiation capability

Part 5. Miscellaneous topics

14. Negotiating intangibles

15. Negotiating on the internet

16. Overcoming the gender divide in global negotiation

17. Strategies for small enterprises negotiating with large firms

18. Negotiating via interpreters

Notes

References

Index.

Notes:

Edition statement from title page; verso shows both Second edition and First edition.

Includes bibliographical references (pages 241-256) and index.

Title from PDF title page (viewed on August 29, 2016).

ISBN:

1-63157-310-1