Making deals globally is a fact of life in modern business. To successfully conduct deals abroad, executives need skills to negotiate with counterparts who have different backgrounds and experiences. Creative Solutions to Global Business Negotiations provides international executives with the savvy they need to negotiate with finesse and ease, no matter where they are. It offers valuable insights into the fine points of negotiating, and guidelines on delicate issues that can influence a promising deal.
This book is an indispensable tool that provides know-how and expert strategies for striking favorable deals. The book emphasizes the importance of preparation and offers basic rules and checklists for staying on top in negotiations.
The frameworks introduced in Creative Solutions to Global Business Negotiations are relevant in conducting business negotiations anywhere in the world in any type of business. Executives will be prepared for the real-life situations they face in international deal making. Pinpointing the importance of developing a global mindset, this book examines how to handle crucial cross-cultural differences in negotiating styles; deal with unfamiliar aspects of punctuality, manners, and gift giving; and emerge victorious as a successful international negotiator.
The book is divided into five parts. Part 1 deals with the global business negotiations framework. Part 2 focuses on the role of culture in negotiations and on choosing an appropriate negotiation style. The negotiation process is examined in Part 3 comprising prenegotiation planning, making the first move, concession trading, price negotiating, closing the deal, and understanding renegotiations. Part 4 is devoted to negotiation tools, such as communication skills, role of power in negotiations, managing negotiating teams and developing organizational capability. Part 5 covers miscellaneous topics such as negotiating intangibles, negotiating on the internet, gender issues in global negotiations, how small firms can effectively negotiate with large firms and negotiating via interpreters.
Drawing on their own experiences, the authors explain how to overcome problems such as the instability of the international marketplace and differences in culture, economy, ideology, law, politics, and currencies that may arise when negotiating with businesses abroad. Clear and comprehensive, the authors outline the hallmarks of strengthening and maintaining a strong bargaining position for negotiating deals even under adverse conditions.
Keywords
Culture and negotiations, global negotiations, negotiation styles, negotiation process, negotiation on the Internet, renegotiations