| |
| |
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 | |