Practical Solutions to Global Business Negotiations

Making deals globally is a fact of life in modern business. To successfully
conduct deals abroad, executives like you need skills to negotiate with
counterparts who have different backgrounds and experiences. This book
gives you and other international executives the savvy you need to negotiate
with finesse and ease. It offers valuable insights into the fine points of negotiating
and guidelines on delicate issues that can influence a promising deal.
The book is divided into five parts: Global business negotiations framework;
the role of culture in negotiations and on choosing an appropriate
negotiation style; the negotiation process; negotiation tools, such as communication
skills and the role of power in negotiations; and miscellaneous
topics such as negotiating on the Internet, gender issue in global negotiations,
and how small firms can effectively negotiate with large firms. In
addition, you’ll get an inside look at seven cases that highlight negotiation
aspects of different regions of the world, as well as how negotiations take
place in complex situations. Clear and comprehensive, the authors outline
the hallmarks of strengthening and maintaining a strong bargaining position
for negotiating deals even under adverse conditions.