Cellich, Claude <br/><br/>
Practical solutions to global business negotiations/ 
Claude Cellich, Subhash C. Jain 
 - [New York, N.Y.] (222 East 46th Street, New York, NY 10017) :  Business Expert Press,  c2012 
 - x, 323 p.:  ill.;  23 cm. 
 - International business collection,  1948-2760 .
<br/><br/>Includes bibliographical references (p. 293-312) and index 
<br/><br/>Preface -- Part 1. Introduction -- 1. Overview of global business negotiations -- Part 2. Negotiation of 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 -- Part 5. Miscellaneous topics -- 12. Negotiating on the internet-- 13. Overcoming the gender divide in global negotiation  -- 14. Strategies for small enterprises negotiating with large firms -- Case A. Chinese negotiations -- Case B. European negotiations -- Case C. Latin American negotiations -- Case D . Middle Eastern negotiations -- Case E. Asian negotiations -- Case F. The Renault-Nissan alliance negotiations -- Case G. Factory closure negotiations -- Notes-- References -- Index 
<br/><br/><label>ISBN: </label>9781606492499 
<br/><br/><label>Subjects--Topical Terms: </label><br/>International business enterprises<br/>Negotiation in business