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101 0 $aeng
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181   $2rdacontent
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200 10$aCreative solutions to global business negotiations /$fClaude Cellich, Subhash C. Jain
205   $aSecond edition.
210  1$aNew York, New York (222 East 46th Street, New York, NY 10017) :$cBusiness Expert Press,$d2016.
215   $a1 online resource (x, 263 pages)
225 1 $aInternational business collection,$x1948-2760
300   $aEdition statement from title page; verso shows both Second edition and First edition.
311   $a1-63157-309-8 
320   $aIncludes bibliographical references (pages 241-256) and index.
327   $aPart 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.
330 3 $aMaking deals globally is a fact of life in modern business. To successfully conduct deals abroad, executives need skills to negotiate with counterparts who have different backgrounds and experiences. This book provides international executives with the savvy they need to negotiate with finesse and ease, no matter where they are. It offers valuable insights into the fine points of negotiating, and guidelines on delicate issues that can influence a promising deal. This book is an indispensable tool that provides know-how and expert strategies for striking favorable deals. The book emphasizes the importance of preparation and offers basic rules and checklists for staying on top in negotiations.
410  0$aInternational business collection.$x1948-2760
606   $aNegotiation in business
610   $aCulture and negotiations
610   $aglobal negotiations
610   $anegotiation styles
610   $anegotiation process
610   $anegotiation on the Internet
610   $arenegotiations
615  0$aNegotiation in business.
676   $a658.4052
700   $aCellich$b Claude.$01566937
702   $aJain$b Subhash C.$f1942-,
801  0$bMiAaPQ
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906   $aBOOK
912   $a9910798693403321
996   $aCreative solutions to global business negotiations$93837951
997   $aUNINA