000 02200nam a2200361 i 4500
003 OSt
005 20240930120115.0
008 231114s2004 ohua b 001 0 eng
020 _a053872658X
_cRM128.44
_qhardback
020 _a9780538726580
039 9 _c20240930114524.0
_h22
_iNUR SALIZAH NG ABDULLAH
040 _aLOC
_beng
_cLOC
_dPTSS
_erda
082 0 4 _222
_a658.4052
090 0 0 _a658.4052
_bCEL
100 1 _aCellich, Claude,
_eauthor.
245 1 0 _aGLOBAL BUSINESS NEGOTIATIONS :
_bA Practical Guide /
_cClaude Cellich, Subhash C. Jain.
264 1 _aMason, Ohio :
_bThomson/South-Western,
_c2004
264 4 _c©2004
300 _avi, 218 pages :
_billustrations ;
_c24 cm
336 _2rdacontent
_atext
337 _2rdamedia
_aunmediated
338 _2rdacarrier
_avolume
504 _aIncludes bibliographical references (page 197-213) and index.
505 0 _apt. 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.
650 1 0 _aNegotiation in business.
650 2 0 _aInternational business enterprises.
700 1 _aJain, Subhash C.,
_d1942-
_eauthor.
856 4 0 _uhttps://archive.org/details/globalbusinessne0000cell
_zFree eBook from the Internet Archive
856 4 1 _3Table of contents
_uhttp://www.loc.gov/catdir/toc/fy042/2003283216.html
856 4 2 _3Contributor biographical information
_uhttp://www.loc.gov/catdir/enhancements/fy1103/2003283216-b.html
856 4 2 _3Publisher description
_uhttp://www.loc.gov/catdir/enhancements/fy1103/2003283216-d.html
942 _2ddc
_cBK
999 _c6987
_d6987