Creative solutions to global business negotiations / / Claude Cellich, Subhash C. Jain.
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...
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Superior document: | International business collection, |
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Place / Publishing House: | New York, New York (222 East 46th Street, New York, NY 10017) : : Business Expert Press,, 2016. |
Year of Publication: | 2016 |
Edition: | Second edition. |
Language: | English |
Series: | International business collection.
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Online Access: | |
Physical Description: | 1 online resource (x, 263 pages) |
Notes: | Edition statement from title page; verso shows both Second edition and First edition. |
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(MiAaPQ)5004643528 (Au-PeEL)EBL4643528 (CaPaEBR)ebr11248083 (CaONFJC)MIL947004 (OCoLC)957493518 |
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Cellich, Claude., author. Creative solutions to global business negotiations / Claude Cellich, Subhash C. Jain. Second edition. New York, New York (222 East 46th Street, New York, NY 10017) : Business Expert Press, 2016. 1 online resource (x, 263 pages) text rdacontent computer rdamedia online resource rdacarrier International business collection, 1948-2760 Edition statement from title page; verso shows both Second edition and First edition. Includes bibliographical references (pages 241-256) and index. 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. Access restricted to authorized users and institutions. 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 ease, no matter where they are. It offers valuable insights into the fine points of negotiating, and guidelines on delicate issues that can influence a promising deal. This book is an indispensable tool that provides know-how and expert strategies for striking favorable deals. The book emphasizes the importance of preparation and offers basic rules and checklists for staying on top in negotiations. Title from PDF title page (viewed on August 29, 2016). Electronic reproduction. Ann Arbor, MI : ProQuest, 2016. Available via World Wide Web. Access may be limited to ProQuest affiliated libraries. Negotiation in business. Culture and negotiations global negotiations negotiation styles negotiation process negotiation on the Internet renegotiations Electronic books. Jain, Subhash C., 1942-, author. Print version: 9781631573095 ProQuest (Firm) International business collection. 1948-2760 https://ebookcentral.proquest.com/lib/oeawat/detail.action?docID=4643528 Click to View |
language |
English |
format |
eBook |
author |
Cellich, Claude., Jain, Subhash C., 1942-, |
spellingShingle |
Cellich, Claude., Jain, Subhash C., 1942-, Creative solutions to global business negotiations / International business collection, 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. |
author_facet |
Cellich, Claude., Jain, Subhash C., 1942-, Jain, Subhash C., 1942-, |
author_variant |
c c cc s c j sc scj |
author_role |
VerfasserIn VerfasserIn |
author2 |
Jain, Subhash C., 1942-, |
author2_role |
TeilnehmendeR |
author_sort |
Cellich, Claude., |
title |
Creative solutions to global business negotiations / |
title_full |
Creative solutions to global business negotiations / Claude Cellich, Subhash C. Jain. |
title_fullStr |
Creative solutions to global business negotiations / Claude Cellich, Subhash C. Jain. |
title_full_unstemmed |
Creative solutions to global business negotiations / Claude Cellich, Subhash C. Jain. |
title_auth |
Creative solutions to global business negotiations / |
title_new |
Creative solutions to global business negotiations / |
title_sort |
creative solutions to global business negotiations / |
series |
International business collection, |
series2 |
International business collection, |
publisher |
Business Expert Press, |
publishDate |
2016 |
physical |
1 online resource (x, 263 pages) |
edition |
Second edition. |
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. |
isbn |
9781631573101 9781631573095 |
issn |
1948-2760 |
callnumber-first |
H - Social Science |
callnumber-subject |
HD - Industries, Land Use, Labor |
callnumber-label |
HD58 |
callnumber-sort |
HD 258.6 C453 42016 |
genre |
Electronic books. |
genre_facet |
Electronic books. |
url |
https://ebookcentral.proquest.com/lib/oeawat/detail.action?docID=4643528 |
illustrated |
Not Illustrated |
dewey-hundreds |
600 - Technology |
dewey-tens |
650 - Management & public relations |
dewey-ones |
658 - General management |
dewey-full |
658.4052 |
dewey-sort |
3658.4052 |
dewey-raw |
658.4052 |
dewey-search |
658.4052 |
oclc_num |
957493518 |
work_keys_str_mv |
AT cellichclaude creativesolutionstoglobalbusinessnegotiations AT jainsubhashc creativesolutionstoglobalbusinessnegotiations |
status_str |
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ids_txt_mv |
(MiAaPQ)5004643528 (Au-PeEL)EBL4643528 (CaPaEBR)ebr11248083 (CaONFJC)MIL947004 (OCoLC)957493518 |
hierarchy_parent_title |
International business collection, |
is_hierarchy_title |
Creative solutions to global business negotiations / |
container_title |
International business collection, |
author2_original_writing_str_mv |
noLinkedField |
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