| Description |
vi, 218 p. : ill. ; 24 cm. |
| Bibliography |
Includes bibliographical references (p. 197-213) and index. |
| Contents |
Overview of global business negotiations. Negotiation environment and setting. Role of culture in cross-border negotiations -- Selecting your negotiating style. Negotiation process. Prenegotiations planning -- Initiating global business negotiations : making the first move -- Price negotiations -- Closing business negotiations -- Undertaking renegotiations. Negotiation tools. Communication skills for effective negotiations -- Demystifying the secrets of power negotiations. Miscellaneous topics. Negotiating on the Internet -- Global negotiations-- cases and exercises : Chinese negotiations ; European negotiations ; Latin American negotiations ; Middle Eastern negotiations ; Asian negotiations. |
| Subject |
Negotiation in business.
|
|
International business enterprises.
|
| Added Author |
Jain, Subhash C., 1942-
|
| ISBN |
053872658X |
|
