Global business negotiations : a practical guide / Claude Cellich, Subhash C. Jain.
Material type:
TextPublication details: Mason, Ohio : Thomson/South-Western, c2004.Description: vi, 218 p. : ill. ; 24 cmISBN: - 053872658X
- 658.4 CEL
| Item type | Current library | Call number | Status | Date due | Barcode | Item holds |
|---|---|---|---|---|---|---|
Books
|
Learning Resource Centre | 658.4 CEL (Browse shelf(Opens below)) | Available | 3514 |
Includes bibliographical references (p. 197-213) and index.
Sect. 1. Introduction -- 1. Overview of Global Business Negotiations -- Sect. 2. Negotiation Environment and Setting -- 2. Role of Culture in Cross-Border Negotiations -- 3. Selecting Your Negotiating Style -- Sect. 3. Negotiation Process -- 4. Prenegotiations Planning -- 5. Initiating Global Business Negotiations: Making the First Move -- 6. Price Negotiations -- 7. Closing Business Negotiations -- 8. Undertaking Renegotiations -- Sect. 4. Negotiation Tools -- 9. Communication Skills for Effective Negotiations -- 10. Demystifying the Secrets of Power Negotiations -- Sect. 5. Miscellaneous Topics -- 11. Negotiating on the Internet -- 12. Global Negotiations - Cases and Exercises.
There are no comments on this title.