Creative Solutions to Global Business Negotiations, Second Edition

Table of contents

1. Cover
2. Half Title Page
3. Title Page
4. Copyright Page
5. Contents
6. Preface
7. Part 1 Introduction
   1. Chapter 1 Overview of Global Business Negotiations
8. Part 2 Negotiation Environment and Setting
   1. Chapter 2 Role of Culture in Cross-Border Negotiations
   2. Chapter 3 Selecting Your Negotiating Style
9. Part 3 Negotiation Process
   1. Chapter 4 Prenegotiations Planning
   2. Chapter 5 Initiating Global Business Negotiations: Making the First Move
   3. Chapter 6 Trading Concessions
   4. Chapter 7 Price Negotiations
   5. Chapter 8 Closing Business Negotiations
   6. Chapter 9 Undertaking Renegotiations
10. Part 4 Negotiation Tools
    1. Chapter 10 Communication Skills for Effective Negotiations
    2. Chapter 11 Demystifying the Secrets of Power Negotiations
    3. Chapter 12 Managing Negotiating Teams
    4. Chapter 13 Developing an Organizational Negotiation Capability
11. Part 5 Miscellaneous Topics
    1. Chapter 14 Negotiating Intangibles
    2. Chapter 15 Negotiating on the Internet
    3. Chapter 16 Overcoming the Gender Divide in Global Negotiation
    4. Chapter 17 Strategies for Small Enterprises Negotiating with Large Firms
    5. Chapter 18 Negotiating via Interpreters
12. Notes
13. References
14. Index