Global Business Negotiations : A Practical Guide,9780538726580

Global Business Negotiations : A Practical Guide

by
Edition: 1st
ISBN13: 9780538726580
ISBN10: 053872658X
Format: Hardcover
Pub. Date: 2003-08-15
Publisher(s): Cengage Learning
List Price: $64.95

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Summary

This practical, insightful book provides effective strategies and systematic approaches to improve the results of international negotiations. Focusing on negotiating with developing countries, Cellich and Jain 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 with Global Business Negotiations: A Practical Guide.

Table of Contents

Preface v
Section 1 Introduction
Overview of Global Business Negotiations
1(23)
Negotiation Architecture
2(17)
Negotiation Infrastructure
19(2)
Going into Negotiations
21(1)
Plan of the Book
22(1)
Summary
23(1)
Notes
23(1)
Section 2 Negotiation Environment and Setting
Role of Culture in Cross-Border Negotiations
24(19)
Effect of Culture on Negotiation
25(3)
Understanding Culture
28(3)
Protocol and Deportment
31(1)
Deeper Cultural Characteristics
32(4)
Players and Process
36(2)
Traits for Coping with Culture
38(3)
Summary
41(1)
Notes
42(1)
Selecting Your Negotiating Style
43(10)
Style Differences among Negotiators
43(3)
Appropriate Negotiating Style
46(2)
Determining a Negotiation Style
48(4)
Summary
52(1)
Notes
52(1)
Section 3 Negotiation Process
Prenegotiations Planning
53(23)
Key Factors
54(1)
Defining the Issues
54(1)
Knowing One's Position
55(2)
Knowing the Other Side's Position
57(3)
Knowing the Competition
60(1)
Knowing One's Negotiation Limits
61(6)
Developing Strategies and Tactics
67(4)
Planning the Negotiation Meeting
71(3)
Summary
74(1)
Notes
75(1)
Initiating Global Business Negotiations: Making the First Move
76(16)
Making the First Offer
76(1)
Opening High/Low
77(3)
Making Concessions
80(4)
Influencing Negotiation
84(3)
Common Concerns
87(2)
Summary
89(1)
Notes
90(2)
Price Negotiations
92(19)
Pricing Factors
92(5)
Aspects of International Price Setting
97(6)
Planning for Price Negotiation
103(2)
Into Negotiations
105(3)
Guidelines for Price Negotiations
108(1)
Summary
109(1)
Notes
110(1)
Closing Business Negotiations
111(9)
Methods of Closing Negotiations
111(2)
Choosing a Closing Method
113(1)
Time to Close
114(4)
Summary
118(1)
Notes
118(2)
Undertaking Renegotiations
120(13)
Reasons for Renegotiation
120(2)
Reducing the Need to Renegotiate
122(4)
Overcoming Fear to Reopen Negotiations
126(1)
Types of Renegotiation
127(3)
Approaches to Renegotiation
130(2)
Summary
132(1)
Notes
132(1)
Section 4 Negotiation Tools
Communication Skills for Effective Negotiations
133(16)
Cross-Cultural Communication-Related Problems
134(3)
Improving Communication in Negotiation
137(6)
Nonverbal Communication
143(3)
Use of Interpreters
146(1)
Summary
147(1)
Notes
148(1)
Demystifying the Secrets of Power Negotiations
149(12)
Sources of Power
149(8)
Estimating Negotiating Power
157(1)
Being an Effective Negotiator
158(1)
Summary
159(1)
Notes
160(1)
Section 5 Miscellaneous Topics
Negotiating on the Internet
161(10)
Merits of Negotiations over the Internet
161(3)
Pitfalls of Internet Negotiations
164(1)
Strategies for Negotiations on the Internet
165(1)
Situations Suitable for E-Negotiations
166(1)
Proper Planning for E-Negotiations
166(2)
Pros and Cons of E-Negotiations
168(1)
Summary
169(1)
Notes
170(1)
Global Negotiations---Cases and Exercises
171(26)
Chinese Negotiations
171(7)
European Negotiations
178(5)
Latin American Negotiations
183(4)
Middle Eastern Negotiations
187(4)
Asian Negotiations
191(4)
Summary
195(1)
Notes
196(1)
Selected Bibliography 197(17)
Index 214

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