Creative Solutions to Global Business Negotiations, Third Edition
- 3h 48m
- Claude Cellich
- Business Expert Press
- 2021
Practical and user friendly, the author describes all the key elements needed to negotiate deals that are doable, profitable, and sustainable.
Based on decades of teaching and consultancies around the world, the author provides a useful guide for business executives operating in today’s digitalized global economy. This latest edition will help readers enhance their preparation, anticipate objections, create value for tangibles/intangibles, and avoid cultural blunders to reach mutually beneficial outcomes.
By sharpening negotiation skills, business executives will be able to interact more effectively with their counterparts in the fast changing global business environment and the rising influence of third parties. Practical and user friendly, the author describes all the key elements needed to negotiate deals that are doable, profitable, and sustainable.
In this Book
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Overview of Global Business Negotiations
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Role of Culture in Cross-Border Negotiations
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Identifying Your Negotiating Style
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Pre-negotiation Planning
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Making the First Offer
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Exchanging 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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Persuasion: A Negotiator's Core Skill
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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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Strategies for Small Enterprises Negotiating with Large Firms
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Negotiating in Chaotic Environments
