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Book Cover
Book
Author Cellich, Claude, author

Title Global business negotiations : a practical guide / Claude Cellich, Subhash C. Jain
Published Mason, Ohio : Thomson/South-Western, [2004]
Mason, Ohio : Thomson/South-Western, c2004
c2004
©2004

Copies

Location Call no. Vol. Availability
 MELB  658.4052 Cel/Gbn  AVAILABLE
Description vi, 218 pages ; 24 cm
Contents Machine derived contents note: Section 1 -- Introduction -- 1 Overview of Global Business Negotiations 1 -- Negotiation Architecture, 2 Negotiation Infrastructure, 19 Going -- into Negotiations, 21 Plan of the Book, 22 Summary, 23 Notes, 23 -- -- Section 2 -- Negotiation Environment and Setting -- 2 Role of Culture in Cross-Border Negotiations 24 -- Effect of Culture on Negotiation, 25 Understanding Culture, 28 Protocol and Deportment, 31 Deeper Cultural Characteristics, 32 -- Players and Process, 36 Traits for Coping with Culture, 38 -- Summary, 41 Notes, 42 -- 3 Selecting Your Negotiating Style 43 -- Style Differences among Negotiators, 43 Appropriate Negotiating -- Style, 46 Determining a Negotiation Style, 48 Summary, 52 -- Notes, 52 -- -- Section 3 -- Negotiation Process -- 4 Prenegotiations Planning 53 -- Key Factors. 54 Defining the Issues, 54 Knowing One's Position, 55 Knowing the Other Side's Position, 57 Knowing the Competition, 60 -- Knowing One's Negotiation Limits, 61 Developing Strategies and Tactics, 67 Planning the Negotiation Meeting, 71 Summary, 74 -- Notes, 75 -- 5 Initiating Global Business Negotiations: Making the -- First Move 76 -- Making the First Offer 76 Opening High/Low, 77 Making -- Concessions, 80 Influencing Negotiation, 84 Common -- Concerns, 87 Summary, 89 Notes, 90 -- 6 Price Negotiations 92 -- Pricing Factors, 92 Aspects of International Price Setting, 97 -- Planning forPriceNegotiation, 103 Into Negotiations, 105 -- Guidelinesfor PriceNegotiations, 108 Summary, 109 Notes, 110 -- 7 Closing Business Negotiations 111 -- Methods of Closing Negotiations, 111 Choosing a Closing -- Method, 113 Time to Close, 114 Summary, 118 Notes, 118 -- -- -- -- -- 8 Undertaking Renegotiations 120 -- Reasons for Renegotiation, 120 Reducing the Need to -- Renegotiate, 122 Overcoming Fear to Reopen Negotiations, 126 Types of Renegotiation, 127 Approaches to Renegotiation, 130 -- Summary, 132 Notes, 132 -- -- Section 4 -- Negotiation Tools -- 9 Communication Skills for Effective Negotiations 133 -- Cross-Cultural Communication-Related Problems, 134 Improving -- Communication in Negotiation, 137 Nonverbal Communication, 143 -- Use of Interpreters, 146 Summary, 147 Notes, 148 -- 10 Demystifying the Secrets of Power Negotiations 149 -- Sources of Power, 149 Estimating Negotiating Power, 157 Being -- an Effective Negotiator, 158 Summary, 159 Notes, 160 -- -- Section 5 -- Miscellaneous Topics -- 11 Negotiating on the Internet 161 -- Merits of Negotiations over the Internet, 161 Pitfalls of Internet -- Negotiations, 164 Strategies for Negotiations on the Internet, 165 -- Situations SuitableforE-Negotiations, 166 ProperPlanning for -- E-Negotiations, 166 Pros and Cons of E-Negotiations, 168 -- Summary, 169 Notes, 170 -- 12 Global Negotiations-Cases and Exercises 171 -- Chinese Negotiations, 171 European Negotiations, 178 Latin American Negotiations, 183 Middle Eastern Negotiations, 187 -- Asian Negotiations, 191 Summary, 195 Notes, 196
Notes Formerly CIP. Uk
Bibliography Includes bibliographical references (pages 197-213) and index
Subject Negotiation in business.
International business enterprises.
Genre/Form Guide (Descripteur de forme).
Author Jain, Subhash C., 1942-
LC no. 2003283216
ISBN 053872658X
9780538726580