Principles of Negotiating International Business
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BookSurge Publishing, 2008, ISBN 9781419695032
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Principles of Negotiating International Business teaches the critical knowledge and skills global business negotiators need to be successful. The author explains fundamental aspects of inter- national business negotiations, explores how culture-specific expectations and practices affect business interactions, and presents numerous common and exotic techniques that negotiators anywhere in the world use. Offering practical how-to advice for a wide range of subjects, this book is a valuable resource for businesspeople, students, and all others looking to prepare for international business negotiations.
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In Part I, you learn how to prepare for international negotiations, build relationships, communicate, set up and conduct initial meetings, conduct negotiations, reach and document agreement, and much more.
The extensive discussion of more than 40 negotiation techniques in Part II reveals how each of them works, how to counter it, who uses it, who will likely not use it, when it may be effective, and when it may not be effective. Here is the advice you need for successful business negotiations around the globe.
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If you own Negotiating International Business, the reference guide in the same series, you already have all the information included in Principles of Negotiating International Business. Otherwise, buy this book and take a look at the individual Country Sections on this website. You may find them particularly helpful as they will give you country-specific hints for each of the many negotiation fundamentals, strategies, and tactics described in Principles of Negotiating International Business.
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