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Practical and user friendly, the author describes all the key elements needed to negotiate deals that are doable, profitable, and sustainable.

Based on decades of teaching and consultancies around the world, the author provides a useful guide for business executives operating in today’s digitalized global economy. This latest edition will help readers enhance their preparation, anticipate objections, create value for tangibles/intangibles, and avoid cultural blunders to reach mutually beneficial outcomes.

By sharpening negotiation skills, business executives will be able to interact more effectively with their counterparts in the fast changing global business environment and the rising influence of third parties. Practical and user friendly, the author describes all the key elements needed to negotiate deals that are doable, profitable, and sustainable.

Table of Contents

  1. Cover
  2. Half Title Page
  3. Title Page
  4. Copyright Page
  5. Contents
  6. Preface
  7. Foreword
  8. Part 1: Introduction
  9. Chapter 1: Overview of Global Business Negotiations
  10. Part 2: Negotiation Environment and Setting
  11. Chapter 2: Role of Culture in Cross-Border Negotiations
  12. Chapter 3: Identifying Your Negotiating Style
  13. Part 3: Negotiation Process
  14. Chapter 4: Pre-negotiation Planning
  15. Chapter 5: Making the First Offer
  16. Chapter 6: Exchanging Concessions
  17. Chapter 7: Price Negotiations
  18. Chapter 8: Closing Business Negotiations
  19. Chapter 9: Undertaking Renegotiations
  20. Part 4: Negotiation Tools
  21. Chapter 10: Communication Skills for Effective Negotiations
  22. Chapter 11: Demystifying the Secrets of Power Negotiations
  23. Chapter 12: Persuasion: A Negotiator’s Core Skill
  24. Chapter 13: Managing Negotiating Teams
  25. Chapter 14: Developing an Organizational Negotiating Capability
  26. Part 5: New Issues
  27. Chapter 15: Negotiating Intangibles
  28. Chapter 16: Negotiating on the Internet
  29. Chapter 17: Strategies for Small Enterprises Negotiating with Large Firms
  30. Chapter 18: Negotiating in Chaotic Environments
  31. Annex
  32. Notes
  33. Bibliography
  34. About the Author
  35. Index
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