One of the most significant developments in recent years has been the emergence of global markets, which has triggered opportunities for multinational firms to seek business across national borders. Global markets offer unlimited opportunities. But competition in these markets is intense. To be globally successful, companies must learn to operate and compete in multiple environments which may be different from the home environment. One important prerequisite for success in foreign markets is the ability to negotiate properly. Global business negotiations are affected by the cultural backgrounds of the negotiators, comprising language, cultural conditioning, negotiating style, approaches to problem solving, implicit assumptions, gestures and facial expressions, and the role of ceremony and formality. Therefore, negotiators assigned to deal with their foreign counterparts need a lot of learning and skills. With training and practice such learning and skills can be enhanced. The proposed book offers a practical guide to acquire negotiating skills. The purpose of this book is to provide consistently effective strategies and systematic approaches to negotiations that will dramatically improve international managers as negotiators. The book provides sufficient familiarity with negotiating styles that will help managers identify their unique strength and weaknesses, thus enabling them to interpret and comfortably use the latest advances in the field of negotiation in dealing internationally..
Practical Solutions to Global Business Negotiations| Claude Celllich (Author), Subhash Jain (Author)| Business Expert Press
Table of Contents
Part 1: Introduction
Chapter 1: Overview of Global Business Negotiations
Part 2: Negotiation of Environment and Setting
Chapter 2: Role of Culture in Cross-Border Negotiations
Chapter 3: Selecting Your Negotiating Style
Part 3: Negotiation Process
Chapter 4: Prenegotiations Planning
Chapter 5: Initiating Global Business Negotiations: Making the First Move
Chapter 6: Trading Concessions
Chapter 7: Price Negotiations
Chapter 8: Closing Business Negotiations
Chapter 9: Undertaking Renegotiations
Part 4: Negotiation Tools
Chapter 10: Communication Skills for Effective Negotiations
Chapter 11: Demystifying the Secrets of Power Negotiations
Part 5: Miscellaneous Topics
Chapter 12: Negotiating on the Internet
Chapter 13: Overcoming the Gender Divide in Global Negotiation
Chapter 14: Strategies for Small Enterprises Negotiating With Large Firms
Case A: Chinese Negotiations
Case B: European Negotiations
Case C: Latin American Negotiations
Case D: Middle Eastern Negotiations
Case E: Asian Negotiations
Case F: The Renault-Nissan Alliance Negotiations
Case G: Factory Closure Negotiations
Notes
References
LINK FOR THE BOOK
https://www.amazon.com/Practical-Solutions-Negotiations-International-Collection/dp/1606492497/ref=tmm_pap_swatch_0?_encoding=UTF8&qid=1592309584&sr=1-1
