LEADER 03201oam 2200457 450 001 9910484378603321 005 20210126131414.0 010 $a3-030-33483-X 024 7 $a10.1007/978-3-030-33483-3 035 $a(OCoLC)1232485376 035 $a(MiFhGG)GVRL59RA 035 $a(EXLCZ)994100000010118981 100 $a20210122h20202020 uy 0 101 0 $aeng 135 $aurun|---uuuua 181 $ctxt$2rdacontent 182 $cc$2rdamedia 183 $acr$2rdacarrier 200 00$aSuccessful international negotiations $ea practical guide for managing transactions and deals /$fMarc Helmold [and four others], editors 205 $a1st ed. 2020. 210 1$aCham, Switzerland :$cSpringer Nature,$d[2020] 210 4$d?2020 215 $a1 online resource (xx, 354 pages) $cillustrations (chiefly color), charts 225 1 $aManagement for Professionals,$x2192-810X 311 $a3-030-33482-1 320 $aIncludes bibliographical references. 327 $aBest-in-Class Negotiations in the International Context -- Prisoners' Dilemma and Negotiation Types -- Competencies and Criteria for Successful Negotiations -- Negotiations as Integral Part of the Corporate Strategy -- Negotiation Execution -- Negotiation Concepts -- Negotiations in Different Cultures and Internationalisation -- Business Negotiations in Industry -- A-6 Concept for Successful International Negotiations -- Nonverbal Communication -- Tools for Negotiations -- Outsourcing Negotiations -- Negotiations in the Global Economy -- Negotiation in Companies with Financial Difficulties -- Negotiations in the Service Industry -- Negotiations in Project Management -- Negotiations in Different Countries -- Negotiations in Europe -- Negotiations in the Americas -- Negotiations in Japan, China and Asia-Pacific -- Negotiations in Arabic Countries and the Middle East -- Negotiations in Africa. 330 $aThis book describes how international negotiations can be conducted in a structured, professional and effective manner. It also offers recommendations based on examples of successful negotiations from both economically leading countries such as the USA, China and Japan, as well as smaller countries such as the Netherlands, Israel and Morocco. Providing practically relevant experiences from middle and top management positions in different business sectors, the contributors focus on all elements of negotiations, spanning from preparation, execution, strategies and tactics to non-verbal communication and psychological factors. Moreover, the chapters offer detailed introductions to more than 25 countries around the globe, which can be used as a reference guide to doing business in the specific contexts. . 410 0$aManagement for professionals. 606 $aNegotiation in business 606 $aInternational business enterprises$xManagement 615 0$aNegotiation in business. 615 0$aInternational business enterprises$xManagement. 676 $a658.049 702 $aHelmold$b Marc 801 0$bMiFhGG 801 1$bMiFhGG 906 $aBOOK 912 $a9910484378603321 996 $aSuccessful International Negotiations$92084630 997 $aUNINA