Abstract
I. INTRODUCTION. 1. Overview of Global Business Negotiations. II. NEGOTIATION ENVIRONMENT SETTING. 2. Role of Culture in Cross-Border Negotiations. 3. Selecting Your Style. III. NEGOTIATION PROCESS. 4. Prenegotiations Planning. 5. Initiating Global Business Negotiations: Making the First Move. 6. Price Negotiations. 7. Closing Business Negotiations. 8. Undertaking Renegotiations. IV. NEGOTIATION TOOLS. 9. Communication Skills for Effective Negotiations. 10. Demystifying the Secrets of Power Negotiations. V. MISCELLANEOUS TOPICS. 11. Negotiating on the Internet. 12. Global Negotiations- Cases and Exercises. Selected Bibliography. Index.
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