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Global Business Negotiations: A Practical Guide Book

Global Business Negotiations: A Practical Guide
Global Business Negotiations: A Practical Guide, , Global Business Negotiations: A Practical Guide has a rating of 3 stars
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  • Global Business Negotiations: A Practical Guide
  • Written by author Claude Cellich
  • Published by Cengage Learning, August 2003
  • Cellich (International University, Geneva, Switzerland) and Jain's (U. of Connecticut) text has been prepared for managers, lawyers, government officials, diplomats, and other professionals who negotiate deals, resolve disputes, and make decisions on a gl
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Book Categories

Authors

Preface
Sect. 1Introduction
1Overview of Global Business Negotiations1
Sect. 2Negotiation Environment and Setting
2Role of Culture in Cross-Border Negotiations24
3Selecting Your Negotiating Style43
Sect. 3Negotiation Process
4Prenegotiations Planning53
5Initiating Global Business Negotiations: Making the First Move76
6Price Negotiations91
7Closing Business Negotiations111
8Undertaking Renegotiations120
Sect. 4Negotiation Tools
9Communication Skills for Effective Negotiations133
10Demystifying the Secrets of Power Negotiations149
Sect. 5Miscellaneous Topics
11Negotiating on the Internet161
12Global Negotiations - Cases and Exercises171
Selected Bibliography197
Index214


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