Principles of Negotiating International Business teaches the
critical knowledge and skills global business negotiators need to
be successful. The author explains fundamental aspects of
international 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. In Part I of the book, 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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