Business & Economics Books:

Global Business Negotiations

Sorry, this product is not currently available to order

Here are some other products you might consider...

Global Business Negotiations

A Practical Guide



Customer rating

Click to share your rating 0 ratings (0.0/5.0 average) Thanks for your vote!

Share this product

Global Business Negotiations: A Practical Guide by Claude Cellich
Sorry, this product is not currently available to order


This practical, insightful book provides effective strategies and systematic approaches to improve the results of international negotiations. Focusing on negotiating with developing countries, Cellich and Jain review the basic influence techniques used by international negotiators, how to identify them, and how to thwart them. Professionals will learn to establish a framework for observing, evaluating, planning, and improving future negotiations with Global Business Negotiations: A Practical Guide.

Table of Contents

I. INTRODUCTION. 1. Overview of Global Business Negotiations. II. NEGOTIATION ENVIRONMENT SETTING. 2. Role of Culture in Cross-Border Negotiations. 3. Selecting Your Style. III. NEGOTIATION PROCESS. 4. Prenegotiations Planning. 5. Initiating Global Business Negotiations: Making the First Move. 6. Price Negotiations. 7. Closing Business Negotiations. 8. Undertaking Renegotiations. IV. NEGOTIATION TOOLS. 9. Communication Skills for Effective Negotiations. 10. Demystifying the Secrets of Power Negotiations. V. MISCELLANEOUS TOPICS. 11. Negotiating on the Internet. 12. Global Negotiations- Cases and Exercises. Selected Bibliography. Index.
Release date NZ
February 1st, 2003
Country of Publication
United States
Product ID

Customer reviews

Nobody has reviewed this product yet. You could be the first!

Write a Review

Marketplace listings

There are no Marketplace listings available for this product currently.
Already own it? Create a free listing and pay just 9% commission when it sells!

Sell Yours Here

Help & options

  • If you think we've made a mistake or omitted details, please send us your feedback. Send Feedback
  • If you have a question or problem with this product, visit our Help section. Get Help
Filed under...

Buy this and earn 529 Banana Points