Author : Lothar Katz
Publisher : Booksurge Publishing
Page : 478 pages
File Size : 44,41 MB
Release : 2006
Category : Business and politics
ISBN :
Pt. 1. International negotiations. -- Pt. 2. Negotiation techniques used around the world. -- Pt. 3. Negotiate right in any of 50 countries.
Author : Lothar Katz
Publisher :
Page : 460 pages
File Size : 34,55 MB
Release : 2006
Category :
ISBN :
Author : Barry Maude
Publisher : Bloomsbury Publishing
Page : 265 pages
File Size : 14,59 MB
Release : 2020-04-10
Category : Business & Economics
ISBN : 1350305162
Expertly blending theory and practice, this accessible and up-to-date textbook offers a clear and comprehensive introduction to international business negotiation. The book draws on the practical experiences of managers, consultants and entrepreneurs who have successfully conducted business negotiations around the world, offering practical and realistic guidelines for improving negotiation practice in a wide range of international and cross-cultural contexts. It covers the key negotiation theories, concepts, strategies and practices needed to succeed in contemporary business negotiations. Thoroughly updated throughout, this edition contains new content on ethical, cross-border M&A, and international joint ventures negotiations. With engaging pedagogy and rigorous coverage of key theories and research findings, this textbook is an essential companion for modules in negotiation and international negotiation at undergraduate, postgraduate and MBA modules. It is also suitable for managers and practitioners who are interested in, or participate in, international negotiation.
Author : Pervez N. Ghauri
Publisher : Emerald Group Publishing
Page : 548 pages
File Size : 22,93 MB
Release : 2003-09-30
Category : Business & Economics
ISBN : 9780080442938
Provides an understanding about the impact of culture and communication on international business negotiations. This work explores the problems faced by Western managers while doing business abroad and offers guidelines for international business negotiations. It also focuses on an important aspect of international business: negotiations.
Author : Pervez N. Ghauri
Publisher : Edward Elgar Publishing
Page : 451 pages
File Size : 45,6 MB
Release : 2020-10-30
Category : Business & Economics
ISBN : 1788978382
This insightful new textbook provides comprehensive coverage of the theories and practices key to negotiating business deals in the twenty-first century. Employing a holistic framework, it offers an understanding of the factors that influence the negotiation process, the challenges associated with negotiating across borders and the strategies used by negotiators.
Author : Claude Cellich
Publisher : Business Expert Press
Page : 355 pages
File Size : 42,29 MB
Release : 2016-08-10
Category : Business & Economics
ISBN : 1631573101
Making deals globally is a fact of life in modern business. To successfully conduct deals abroad, executives like you need skills to negotiate with counterparts who have different backgrounds and experiences. This book gives you and other international executives the savvy you need to negotiate with finesse and ease. It offers valuable insights into the fine points of negotiating and guidelines on delicate issues that can influence a promising deal. The book is divided into five parts: Global business negotiations framework; the role of culture in negotiations and on choosing an appropriate negotiation style; the negotiation process; negotiation tools, such as communication skills and the role of power in negotiations; and miscellaneous topics such as negotiating on the Internet, gender issue in global negotiations, how small firms can effectively negotiate with large firms, negotiating intangibles, managing negotiating teams, developing an organizational negotiation capability and negotiating via interpreters. Clear and comprehensive, the authors outline the hallmarks of strengthening and maintaining a strong bargaining position for negotiating deals even under adverse conditions.
Author : Brigid Starkey
Publisher : Rowman & Littlefield
Page : 219 pages
File Size : 44,48 MB
Release : 2016-08-22
Category : Political Science
ISBN : 144227672X
The process of negotiation, standing as it does between war and peace in many parts of the globe, has never been a more vital process to understand than in today's rapidly changing international system. Students of negotiation must first understand key IR concepts as they try to incorporate the dynamics of the many anomalous actors that regularly interact with conventional state agents in the diplomatic arena. This hands-on text provides an essential introduction to this high-stakes realm, exploring the impact of complex multilateralism on traditional negotiation concepts such as bargaining, issue salience, and strategic choice. Using an easy-to-understand board game analogy as a framework for studying negotiation episodes, the authors include a rich array of real-world cases and examples—now updated with the results of the Paris climate change agreement—to illustrate key themes, including the intensity of crisis situations for negotiators, the role of culture in communication, and the impact of domestic-level politics on international negotiations. Providing tools for analyzing why negotiations succeed or fail, this innovative text also presents effective exercises and learning approaches that enable students to understand the complexities of negotiation by engaging in the diplomatic process themselves.
Author : Marc Helmold
Publisher : Springer Nature
Page : 366 pages
File Size : 32,70 MB
Release : 2020-01-21
Category : Social Science
ISBN : 303033483X
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.
Author : Mauro Galluccio
Publisher : Springer
Page : 468 pages
File Size : 25,3 MB
Release : 2014-12-04
Category : Psychology
ISBN : 3319106872
This book reinforces the foundation of a new field of studies and research in the intersection between social sciences and specifically between political science, international relations, diplomacy, psychotherapy, and social-cognitive psychology. It seeks to promote a coherent and comprehensive approach to international negotiation from a multidisciplinary viewpoint generating a longer term of studies, researches, and networking process that both respond to changes and differences in our societies and to the unprecedented demand and opportunities for international conflict prevention and resolution. There is a need to increase cooperation, coherence, and efficiency of international negotiation. It is necessary to focus our shared attention on new ways to better formulate integrated and sustainable negotiating strategies for conflict resolution. This book acquires innovative relevance in and will impact on the new context of international challenges which do not have a one-off solution that can be settled through a single target-oriented negotiation process. The book brings together leading scholars and researchers into the field from different disciplines, diplomats, politicians, senior officials, and even a Cardinal of the Holy See to give their contributions and make proposals on how best to optimize the use of negotiation and diplomacy structures, tools, and instruments. However, unlike most studies and researches on international negotiation, this book emphasizes processes, not simply outcomes or even tools but the way in which tools are and can be used to achieve better outcomes in international reality-based negotiation.
Author : Jeffrey M. Aresty
Publisher : American Bar Association
Page : 858 pages
File Size : 30,56 MB
Release : 2000
Category : Business & Economics
ISBN :
This volume guides you through the general legal and cultural issues that can arise during international business negotiations. It contains a combination of general theory, practical strategies and guidance to help the reader in dealings with 24 different jurisdictions around the world.
