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Practical solutions to global business negotiations/ Claude Cellich, Subhash C. Jain

By: Contributor(s): Material type: TextTextSeries: International business collectionPublication details: [New York, N.Y.] (222 East 46th Street, New York, NY 10017) : Business Expert Press, c2012Description: x, 323 p.: ill.; 23 cmISBN:
  • 9781606492499
Subject(s):
Contents:
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
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Holdings
Item type Current library Home library Collection Shelving location Call number Copy number Status Date due Barcode
Open Shelf Open Shelf UMK Kampus Kota UMK Kampus Kota FKP Kampus Kota Open Shelf HD58.6 .C456 2012 (Browse shelf(Opens below)) 1 Available 10083887

Includes bibliographical references (p. 293-312) and index

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

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