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MANAGEMENT FOR PROS: SUCCESSFUL INTERNATIONAL NEGS

International Business

Business & Economics

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<P>This book describes how international negotiations can be conducted in a structured, professional and effective manner. It also offers recommendations based on examples of successful negotiations from both economically leading countries such as the USA, China and Japan, as well as smaller countries such as the Netherlands, Israel and Morocco. Providing practically relevant experiences from middle and top management positions in different business sectors, the contributors focus on all elements of negotiations, spanning from preparation, execution, strategies and tactics to non-verbal communication and psychological factors. Moreover, the chapters offer detailed introductions to more than 25 countries around the globe, which can be used as a reference guide to doing business in the specific contexts. The book introduces a variety of approaches to conduct successful business negotiation; includes specific recommendations for 25 countries around the world with detailed examples; and emphasizes important cross-cultural aspects for negotiating and deal making.</P>

Successful International Negotiations: A Practical Guide for Managing Transactions and Deals

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Successful International Negotiations

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Front Cover.
Other Frontmatter.
Title Page.
Copyright Page.
Preface.
Contents.
Editors and Contributors.
Abbreviations.
List of Figures.
List of Tables.
1: Best-in-Class Negotiations in the International Context.
2: Prisoners&#x0027; Dilemma and Negotiation Types.
3: Competencies and Criteria for Successful Negotiations.
4: Negotiations as Integral Part of the Corporate Strategy.
5: Negotiation Execution&#x2014;Value Add and the ZomA.
6: Negotiation Concepts.
7: Negotiations in Different Cultures and Internationalization.
8: Business Negotiations in Industry.
9: A-6 Concept for Successful International Negotiations.
10: Nonverbal Communication.
11: Tools for Negotiations.
12: Outsourcing Negotiations.
13: Negotiations in the Global Economy.
14: Negotiations in Companies with Financial Difficulties.
15: Negotiations in the Service Industry.
16: Negotiations in Project Management.
17: Negotiations in Different Countries.
18: Negotiations in Europe.
19: Negotiations in the Americas.
20: Negotiations in Japan, China and Asia-Pacific.
21: Negotiations in Arabic Countries and the Middle East.
22: Negotiations in Africa.

Successful International Negotiations: A Practical Guide for Managing Transactions and Deals.css-1p8rvzy{position:absolute;padding-left:8px;}

Successful International Negotiations: A Practical Guide for Managing Transactions and Deals