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Creative Solutions to Global Business Negotiations, Second Edition

Creative Solutions to Global Business Negotiations, Second Edition

by Claude Cellich, Subhash C. Jain


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Making deals globally is a fact of life in modern business. To successfully conduct deals abroad, executives like you need skills to negotiate with counterparts who have different backgrounds and experiences. This book gives you and other international executives the savvy you need to negotiate with finesse and ease. It offers valuable insights into the fine points of negotiating and guidelines on delicate issues that can influence a promising deal. The book is divided into five parts: Global business negotiations framework; the role of culture in negotiations and on choosing an appropriate negotiation style; the negotiation process; negotiation tools, such as communication skills and the role of power in negotiations; and miscellaneous topics such as negotiating on the Internet, gender issue in global negotiations, how small firms can effectively negotiate with large firms, negotiating intangibles, managing negotiating teams, developing an organizational negotiation capability and negotiating via interpreters. Clear and comprehensive, the authors outline the hallmarks of strengthening and maintaining a strong bargaining position for negotiating deals even under adverse conditions.

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Product Details

ISBN-13: 9781631573095
Publisher: Business Expert Press
Publication date: 08/10/2016
Pages: 175
Product dimensions: 6.00(w) x 9.00(h) x 0.58(d)

About the Author

Claude Cellich is currently vice president for external relations at the International University in Geneva. Over the years, he has lectured at the Institut International d'Administratiom Publique, Ecole,Nationale d'Administration (ENA), Paris School of Management, the University of Economics in Prague and Anahuac University in Mexico and carried out consultancies to trade promotion organizations. Prior to joining academia, he held diplomatic positions in Geneva and India with extensive field experience in Africa, the Middle East and Asia with the International Trade Centre, the joint agency of the World Trade Organization and the United Nations. He has coauthored textbooks on business negotiations, global trade, and trade promotion strategies. He holds graduate degrees in economics and business administration from the University of Detroit, recipient of honorary degrees and the 75th Medal of Excellence from the Helsinki School of Economics.

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