Creative solutions to global business negotiations /
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 e...
| Main Authors: | , |
|---|---|
| Format: | eBook |
| Language: | English |
| Published: |
New York, New York (222 East 46th Street, New York, NY 10017) :
Business Expert Press,
2016.
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| Edition: | Second edition. |
| Series: | International business collection.
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| Subjects: | |
| Online Access: | Click to View |
Table of 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.