Book description
One of the most significant developments in recent years has been the emergence of global markets, which has triggered opportunities for multinational firms to seek business across national borders. Global markets offer unlimited opportunities. But competition in these markets is intense. To be globally successful, companies must learn to operate and compete in multiple environments which may be different from the home environment. One important prerequisite for success in foreign markets is the ability to negotiate properly. Global business negotiations are affected by the cultural backgrounds of the negotiators, comprising language, cultural conditioning, negotiating style, approaches to problem solving, implicit assumptions, gestures and facial expressions, and the role of ceremony and formality. Therefore, negotiators assigned to deal with their foreign counterparts need a lot of learning and skills. With training and practice such learning and skills can be enhanced. The proposed book offers a practical guide to acquire negotiating skills. The purpose of this book is to provide consistently effective strategies and systematic approaches to negotiations that will dramatically improve international managers as negotiators. The book provides sufficient familiarity with negotiating styles that will help managers identify their unique strength and weaknesses, thus enabling them to interpret and comfortably use the latest advances in the field of negotiation in dealing internationally.Table of contents
- Title Page
- Copyright Page
- Abstract
- Contents
- Preface
- Part 1: Introduction
- Part 2: Negotiation of Environment and Setting
- Part 3: Negotiation Process
- Part 4: Negotiation Tools
- Part 5: Miscellaneous Topics
- Case A: Chinese Negotiations
- Case B: European Negotiations
- Case C: Latin American Negotiations
- Case D: Middle Eastern Negotiations
- Case E: Asian Negotiations
- Case F: The Renault-Nissan Alliance Negotiations
- Case G: Factory Closure Negotiations
- Notes
- References
- Announcing the Business Expert Press Digital Library
Product information
- Title: Practical Solutions to Global Business Negotiations
- Author(s):
- Release date: January 2012
- Publisher(s): Business Expert Press
- ISBN: 9781606492505
You might also like
book
Software Engineering at Google
Today, software engineers need to know not only how to program effectively but also how to …
book
Python Testing Cookbook
Making your life easier with automated testing of Python is the sole aim of this book. …
book
Python Crash Course, 2nd Edition
This is the second edition of the best selling Python book in the world. Python Crash …
book
Understanding Intercultural Communication
In this book, Adrian Holliday provides a practical framework to help students analyse intercultural communication. Underpinned …