TY  - BOOK
AU  - Cellich,Claude
AU  - Jain,Subhash C.
TI  - Creative solutions to global business negotiations
T2  - International business collection,
SN  - 9781631573101
AV  - HD58.6 .C453 2016
U1  - 658.4052 23
PY  - 2016///
CY  - New York, New York (222 East 46th Street, New York, NY 10017)
PB  - Business Expert Press
KW  - Negotiation in business
KW  - Culture and negotiations
KW  - global negotiations
KW  - negotiation styles
KW  - negotiation process
KW  - negotiation on the Internet
KW  - renegotiations
KW  - Electronic books
N1  - Edition statement from title page; verso shows both Second edition and First edition; Includes bibliographical references (pages 241-256) and index; 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; Access restricted to authorized users and institutions
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. 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
UR  - https://ebookcentral.proquest.com/lib/aitie/detail.action?docID=4643528
ER  -