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Part 5: New Issues
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Creative Solutions to Global Business Negotiations, Third Edition
Cover
Half Title Page
Title Page
Copyright Page
Contents
Preface
Foreword
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: Identifying Your Negotiating Style
Part 3: Negotiation Process
Chapter 4: Pre-negotiation Planning
Chapter 5: Making the First Offer
Chapter 6: Exchanging 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: Persuasion: A Negotiator’s Core Skill
Chapter 13: Managing Negotiating Teams
Chapter 14: Developing an Organizational Negotiating Capability
Part 5: New Issues
Chapter 15: Negotiating Intangibles
Chapter 16: Negotiating on the Internet
Chapter 17: Strategies for Small Enterprises Negotiating with Large Firms
Chapter 18: Negotiating in Chaotic Environments
Annex
Notes
Bibliography
About the Author
Index
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Chapter 14: Developing an Organizational Negotiating Capability
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Chapter 15: Negotiating Intangibles
PART 5
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