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Creative Solutions to Global Business Negotiations, Second Edition by Claude Cellich, Subhash C. Jain

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Contents

Preface

Part 1          Introduction

Chapter 1    Overview of Global Business Negotiations

Part 2          Negotiation Environment and Setting

Chapter 2    Role of Culture in Cross-Border Negotiations

Chapter 3    Selecting Your Negotiating Style

Part 3          Negotiation Process

Chapter 4    Prenegotiations Planning

Chapter 5    Initiating Global Business Negotiations: Making the First Move

Chapter 6    Trading Concessions

Chapter 7    Price Negotiations

Chapter 8    Closing Business Negotiations

Chapter 9    Undertaking Renegotiations

Part 4          Negotiation Tools

Chapter 10  Communication Skills for Effective Negotiations

Chapter 11  Demystifying the Secrets of Power Negotiations

Chapter 12  Managing Negotiating Teams

Chapter ...

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