Practical Solutions to Global Business Negotiations

Contents

Preface

Part 1: Introduction

Chapter 1: Overview of Global Business Negotiations

Part 2: Negotiation of 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

Part 5: Miscellaneous Topics

Chapter 12: Negotiating on the Internet

Chapter 13: Overcoming ...