mega-menu

Browse by Institution Type

Browse by Product Type

Products

Support

secondary-storefront-menu

International

North America

China

Japan

Latin America

Brazil

Region

Set your region:

%1 products have been added to your cart but %2 have been backordered and will be fulfilled when stock is available

Product on backorder

Current quantity limit is [maxProductQuantity], please, navigate to the cart page and change quantity of product

You will be able to resubmit promo in ${countdown} seconds. test

Please note that the taxes displayed on our website are estimated and subject to adjustment. The actual tax charges will be determined and settled during the final invoicing of your order

product-detail-component

Would you like to go to the Gale {{RECOMMENDED_COUNTRY}} site instead?

It looks like you're visiting from {{DETECTED_COUNTRY}}.

main

container

products

Marketing materials, training documents, discovery services

cengage:card

FIND YOUR SALES REPRESENTATIVE

cengage:column

Get marketing materials, training documents, discovery services.

PRODUCT SUPPORT

CUSTOMER SUPPORT

Report technical issues, errors, check system status

TECHNICAL SUPPORT

Manage product preferences, generate usage reports, simplify administrative tasks.

ADMIN TOOLS

support

secondary-primary-menu

cengage:galethorndikeseo

footer-legal-menu-component

About Us

Blogs

Press Center

Events

News

Careers

Our Company

Request a Trial

footer-menu

Academic Institutions

K-12

Public Libraries

Government and Special Libraries

Statewide Programs

Institutions

Databases

Primary Sources

Digital Humanities Tools

eLearning

Schools/K-12 Curriculum

Books

Large Print Books by Thorndike Press

Find Your Rep

Product Support

Technical Support

Customer Support

Admin Tools

Accessibility Policy

Partnerships

Contact Us

zone2

zone1

footer

single-column

footer-social-menu

Sign Up for Emails

CONNECT WITH GALE

Stay up-to-date with the latest Gale news, exclusive offers, and more.

facebook

linkedin

instagram

youtube

SOCIAL ICONS

footer-legal-menu

Terms of use

Privacy

gale-footer

Account Information

bundle-connector

footer-social-menu-component

FIND YOUR REP

support-order-2

footer-menu-component

config

header-component

secondary-account-menu

Profile

Orders

Wish List

Fast Order Entry

My Account

zone3

You may already have access to Gale content through your institution.

STUDENTS AND RESEARCHERS

support-order-1

header

MANAGEMENT FOR PROS: SUCCESSFUL INTERNATIONAL NEGS

International Business

Business & Economics

Gt Product Group

Binding Format

Marketing Imprint Name

B2B GT

CL Carton Count

Imprint Name

B2B & B2C

<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

COLFR

COLSR

Duration

Duration Unit Of Measure

Transaction Type

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.css-1p8rvzy{position:absolute;padding-left:8px;}

Successful International Negotiations