Creative Solutions to Global Business Negotiations, Second Edition
- 4h 15m
- Claude Cellich, Subhash C. Jain
- Business Expert Press
- 2016
Making deals globally are a fact of life in modern business. To successfully conduct deals abroad, executives like you need skills to negotiate with counterparts who have different backgrounds and experiences. This book gives you and other international executives the savvy you need to negotiate with finesse and ease. It offers valuable insights into the fine points of negotiating and guidelines on delicate issues that can influence a promising deal. One of the most significant developments in recent years has been the emergence of global markets, which has triggered opportunities for multinational firms to seek business across national borders.
Global markets offer unlimited opportunities. But competition in these markets is intense. To be globally successful, companies must learn to operate and compete in multiple environments which may be different from the home environment. One important prerequisite for success in foreign markets is the ability to negotiate properly. Global business negotiations are affected by the cultural backgrounds of the negotiators, comprising language, cultural conditioning, negotiating style, approaches to problem solving, implicit assumptions, gestures and facial expressions, and the role of ceremony and formality. Therefore, negotiators assigned to deal with their foreign counterparts need a lot of learning and skills. With training and practice such learning and skills can be enhanced.
The all-new second edition offers offers a practical guide to acquire negotiating skills plus five new chapters. The book provides sufficient familiarity with negotiating styles that will help managers identify their unique strength and weaknesses, thus enabling them to interpret and comfortably use the latest advances in the field of negotiation in dealing internationally.
In this Book
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Abstract
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Overview of Global Business Negotiations
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Role of Culture in Cross-Border Negotiations
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Selecting Your Negotiating Style
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Prenegotiations Planning
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Initiating Global Business Negotiations—Making the First Move
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Trading Concessions
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Price Negotiations
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Closing Business Negotiations
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Undertaking Renegotiations
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Communication Skills for Effective Negotiations
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Demystifying the Secrets of Power Negotiations
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Managing Negotiating Teams
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Developing an Organizational Negotiating Capability
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Negotiating Intangibles
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Negotiating on the Internet
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Overcoming the Gender Divide in Global Negotiation
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Strategies for Small Enterprises Negotiating with Large Firms
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Negotiating via Interpreters
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Notes
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References
