Global Business Negotiations: A Practical Guide

by Subhash C. Jain, Claude Cellich, Renata Celichowska

Book Overview

Effective strategies and systematic approaches to improve the results of international negotiations are offers in this volume, which focuses on negotiations with developing countries. The authors... This description may be from another edition of this product.

• Format: Hardcover
• Language: English
• ISBN: 053872658X
• ISBN13: 9780538726580
• Release Date: August 2003
• Publisher: Thomson South-Western
• Length: 218 Pages
• Weight: 1.05 lbs.
• Dimensions: 0.7" x 6.0" x 9.4"

Customer Reviews

Practical, cuts the sophisticated academics.

This is a very practical book, I teach the course on intercultural negotiations, and believe me this book covers most of the important material in this matter. It cuts the long and boring academic parts that students at the MBA don't like, and goes directly to "hands on the action", the practical and usefull issues. Not the dream book for this topic, but the best that is avaliable.

A wealth of logical strategies and systematic approaches

Co-written by award-winning economist Dr. Claude Cellich (International University in Geneva) and Marketing professor Dr. Subhash Jain (University of Connecticut), Global Business Negotiations: A Practical Guide offers the reader a wealth of logical strategies and systematic approaches to improve international negotiations; deal with cultural barriers; resolve marketplace disputes; and come to lasting agreements in an increasingly competitive global economy. Individual chapters knowledgeably address negotiations planning, communication skills, negotiating on the Internet, and a great deal more. Global Business Negotiations is strongly recommended reading for anyone involved with any aspect of the international business community.