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by Subhash C. Jain, Claude Cellich
Creative Solutions to Global Business Negotiations, Second Edition
Cover
Half Title Page
Title Page
Copyright Page
Contents
Preface
Part 1 Introduction
Chapter 1 Overview of Global Business Negotiations
Part 2 Negotiation Environment and Setting
Chapter 2 Role of Culture in Cross-Border Negotiations
Chapter 3 Selecting Your Negotiating Style
Part 3 Negotiation Process
Chapter 4 Prenegotiations Planning
Chapter 5 Initiating Global Business Negotiations: Making the First Move
Chapter 6 Trading Concessions
Chapter 7 Price Negotiations
Chapter 8 Closing Business Negotiations
Chapter 9 Undertaking Renegotiations
Part 4 Negotiation Tools
Chapter 10 Communication Skills for Effective Negotiations
Chapter 11 Demystifying the Secrets of Power Negotiations
Chapter 12 Managing Negotiating Teams
Chapter 13 Developing an Organizational Negotiation Capability
Part 5 Miscellaneous Topics
Chapter 14 Negotiating Intangibles
Chapter 15 Negotiating on the Internet
Chapter 16 Overcoming the Gender Divide in Global Negotiation
Chapter 17 Strategies for Small Enterprises Negotiating with Large Firms
Chapter 18 Negotiating via Interpreters
Notes
References
Index
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Copyright Page
Creative Solutions to Global Business Negotiations
Second Edition
Claude Cellich
Subhash C. Jain
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