Practical solutions to global business negotiations - Cellich, Claude; Jain, Subhash C., 1942- ([New York, N.Y.] (222 East 46th Street, New York, NY 10017) : Business Expert Press, 2012)
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
Includes bibliographical references (p. 293-312) and index
Keywords: International business enterprises; Negotiation in business