TY  - BOOK
AU  - Cellich,Claude
AU  - Jain,Subhash C.
TI  - GLOBAL BUSINESS NEGOTIATIONS : : A Practical Guide 
SN  - 053872658X
U1  - 658.4052 22
PY  - 2004///
CY  - Mason, Ohio : 
PB  - Thomson/South-Western
KW  - Negotiation in business
KW  - International business enterprises
N1  - Includes bibliographical references (page 197-213) and index; 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
UR  - https://archive.org/details/globalbusinessne0000cell
UR  - http://www.loc.gov/catdir/toc/fy042/2003283216.html
UR  - http://www.loc.gov/catdir/enhancements/fy1103/2003283216-b.html
UR  - http://www.loc.gov/catdir/enhancements/fy1103/2003283216-d.html
ER  -