Description
This practical, insightful book provides effective strategies and systematic approaches to improve the results of international negotiations. Focusing on negotiating with developing countries, Cellich and Jain review the basic influence techniques used by international negotiators, how to identify them, and how to thwart them. Professionals will learn to establish a framework for observing, evaluating, planning, and improving future negotiations with Global Business Negotiations: A Practical Guide.
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Cellich (International University, Geneva, Switzerland) and Jain's (U. of Connecticut) text has been prepared for managers, lawyers, government officials, diplomats, and other professionals who negotiate deals, resolve disputes, and make decisions on a global level outside their home markets. It is also suitable as a textbook for students of international business. Coverage includes an overview of global negotiations; the negotiation environment and setting, process, and tools; and online negotiations. Annotation (c) Book News, Inc., Portland, OR (booknews.com)
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