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Book Categories |
Preface | ||
Sect. 1 | Introduction | |
1 | Overview of Global Business Negotiations | 1 |
Sect. 2 | Negotiation Environment and Setting | |
2 | Role of Culture in Cross-Border Negotiations | 24 |
3 | Selecting Your Negotiating Style | 43 |
Sect. 3 | Negotiation Process | |
4 | Prenegotiations Planning | 53 |
5 | Initiating Global Business Negotiations: Making the First Move | 76 |
6 | Price Negotiations | 91 |
7 | Closing Business Negotiations | 111 |
8 | Undertaking Renegotiations | 120 |
Sect. 4 | Negotiation Tools | |
9 | Communication Skills for Effective Negotiations | 133 |
10 | Demystifying the Secrets of Power Negotiations | 149 |
Sect. 5 | Miscellaneous Topics | |
11 | Negotiating on the Internet | 161 |
12 | Global Negotiations - Cases and Exercises | 171 |
Selected Bibliography | 197 | |
Index | 214 |
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