This practical book provides effective strategies and systematic approaches to improve the results of international negotiations. Cellich and Jain focus on negotiating with developing countries and 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.



Contents :

Preface

Section 1

Introduction

1. Overview of global business negotiations

Section 2

Negotiation environment and setting

2. Role of culture in cross-border negotiations

3. Selecting your negotiating style

Section 3

Negotiation process

4. Prenegotiations planning

5. Initiating global business negotiations : making the first move

6. Price negotiations

7. Closing business negotiations

8. Undertaking renegotiations

Section 4

Negotiation Tools

9. Communication skills for effective negotiations

10. Demystifying the secrets of power negotiations

Section 5

Miscellaneous topics

11. Negotiating on the internet

12. Global negotiations - Cases and exercises

Bibliography

Index