Based on decades of teaching and consultancies around the world,
the author provides a useful guide for business executives
operating in today's digitalized global economy. This latest
edition will help readers enhance their preparation, anticipate
objections, create value for tangibles/intangibles, and avoid
cultural blunders to reach mutually beneficial outcomes. By
sharpening negotiation skills, business executives will be able to
interact more effectively with their counterparts in the fast
changing global business environment and the rising influence of
third parties. Practical and user friendly, the author describes
all the key elements needed to negotiate deals that are doable,
profitable, and sustainable.
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