Global business negotiations : a practical guide / Claude Cellich, Subhash C. Jain.
By: Cellich, Claude
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Contributor(s): Jain, Subhash C.
Material type: 
TextPublisher: Mason, Ohio : Thomson/South-Western, c2004Bibliography: Includes bibliographical references (p. 197-213) and index.Description: vi, 218 p. : ill. ; 24 cm.ISBN: 053872658X.Subject(s): Negotiation in business | International business enterprisesDDC classification: 658.4/052 Online resources: Table of contents | Item type | Current library | Collection | Call number | Status | Date due | Barcode | |
|---|---|---|---|---|---|---|---|
| Two Weeks | Davenport Library Circulating Collection | Print-Circulating | 658.4052 C331 (Browse shelf(Opens below)) | Available | 34284003301124 |
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| 658.404 P544cp 2007 CAPM/PMP project management certification exam guide / | 658.404 V629 The fast forward MBA in project management / | 658.405 R871 2008 Building conflict competent teams / | 658.4052 C331 Global business negotiations : a practical guide / | 658.4052 Es74 Essentials of negotiation / | 658.4052 N312 Negotiation : readings, exercises, and cases / | 658.4052 Sa31 The global negotiator : making, managing, and mending deals around the world in the twenty-first century / |
Includes bibliographical references (p. 197-213) and index.
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.
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