Cellich, Claude, <br/><br/>
GLOBAL BUSINESS NEGOTIATIONS :   A Practical Guide / 
Claude Cellich, Subhash C. Jain. 
 - vi, 218 pages :  illustrations ;  24 cm 
<br/><br/>Includes bibliographical references (page 197-213) and index. 
<br/><br/>pt. 1. Introduction. -- Overview of global business negotiations -- pt. 2. Negotiation environment and setting. -- Role of culture in cross-border negotiations -- Selecting your negotiating style -- pt. 3. Negotiation process. -- Prenegotiations planning -- Initiating global business negotiations: making the first move -- Price negotiations -- Closing business negotiations -- Undertaking renegotiations -- pt. 4. Negotiation tools. -- Communication skills for effective negotiations -- Demystifying the secrets of power negotiations -- pt. 5. Miscellaneous topics. -- Negotiating on the Internet -- Global negotiations--cases and exercises: Chinese negotiations ; European negotiations ; Latin American negotiations ; Middle Eastern negotiations ; Asian negotiations. 
<br/><br/><label>ISBN: </label>053872658X  RM128.44 9780538726580 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Negotiation in business.<br/>International business enterprises.
<br/><br/><label>Dewey Class. No.: </label>658.4052