Global Business Negotiations A Practical Guide

ISBN-10: 053872658X
ISBN-13: 9780538726580
Edition: 2004
List price: $64.95
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Description: This practical, insightful book provides effective strategies and systematic approaches to improve the results of international negotiations. Focusing on negotiating with developing countries, Cellich and Jain review the basic influence techniques  More...

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Book details

List price: $64.95
Copyright year: 2004
Publisher: Cengage South-Western
Publication date: 8/15/2003
Binding: Hardcover
Pages: 218
Size: 6.50" wide x 9.50" long x 0.75" tall
Weight: 1.034
Language: English

This practical, insightful book provides effective strategies and systematic approaches to improve the results of international negotiations. Focusing on negotiating with developing countries, Cellich and Jain review the basic influence techniques used by international negotiators, how to identify them, and how to thwart them. Professionals will learn to establish a framework for observing, evaluating, planning, and improving future negotiations with Global Business Negotiations: A Practical Guide.

Preface
Introduction
Overview of Global Business Negotiations
Negotiation Architecture
Negotiation Infrastructure
Going into Negotiations
Plan of the Book
Summary
Notes
Negotiation Environment and Setting
Role of Culture in Cross-Border Negotiations
Effect of Culture on Negotiation
Understanding Culture
Protocol and Deportment
Deeper Cultural Characteristics
Players and Process
Traits for Coping with Culture
Summary
Notes
Selecting Your Negotiating Style
Style Differences among Negotiators
Appropriate Negotiating Style
Determining a Negotiation Style
Summary
Notes
Negotiation Process
Prenegotiations Planning
Key Factors
Defining the Issues
Knowing One's Position
Knowing the Other Side's Position
Knowing the Competition
Knowing One's Negotiation Limits
Developing Strategies and Tactics
Planning the Negotiation Meeting
Summary
Notes
Initiating Global Business Negotiations: Making the First Move
Making the First Offer
Opening High/Low
Making Concessions
Influencing Negotiation
Common Concerns
Summary
Notes
Price Negotiations
Pricing Factors
Aspects of International Price Setting
Planning for Price Negotiation
Into Negotiations
Guidelines for Price Negotiations
Summary
Notes
Closing Business Negotiations
Methods of Closing Negotiations
Choosing a Closing Method
Time to Close
Summary
Notes
Undertaking Renegotiations
Reasons for Renegotiation
Reducing the Need to Renegotiate
Overcoming Fear to Reopen Negotiations
Types of Renegotiation
Approaches to Renegotiation
Summary
Notes
Negotiation Tools
Communication Skills for Effective Negotiations
Cross-Cultural Communication-Related Problems
Improving Communication in Negotiation
Nonverbal Communication
Use of Interpreters
Summary
Notes
Demystifying the Secrets of Power Negotiations
Sources of Power
Estimating Negotiating Power
Being an Effective Negotiator
Summary
Notes
Miscellaneous Topics
Negotiating on the Internet
Merits of Negotiations over the Internet
Pitfalls of Internet Negotiations
Strategies for Negotiations on the Internet
Situations Suitable for E-Negotiations
Proper Planning for E-Negotiations
Pros and Cons of E-Negotiations
Summary
Notes
Global Negotiations--Cases and Exercises
Chinese Negotiations
European Negotiations
Latin American Negotiations
Middle Eastern Negotiations
Asian Negotiations
Summary
Notes
Selected Bibliography
Index

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