Customer Reviews

Global Business Negotiations: A Practical Guide

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Co-written by award-winning economist Dr. Claude Cellich (International University in Geneva) and Marketing professor Dr. Subhash Jain (University of Connecticut), Global Business Negotiations: A Practical Guide offers the reader a wealth of logical strategies and systematic approaches to improve international negotiations; deal with cultural barriers; resolve marketplace disputes; and come to lasting agreements in an increasingly competitive global economy. Individual chapters knowledgeably address negotiations planning, communication skills, negotiating on the Internet, and a great deal more. Global Business Negotiations is strongly recommended reading for anyone involved with any aspect of the international business community.

This is a very practical book, I teach the course on intercultural negotiations, and believe me this book covers most of the important material in this matter. It cuts the long and boring academic parts that students at the MBA don't like, and goes directly to "hands on the action", the practical and usefull issues.

Not the dream book for this topic, but the best that is avaliable.

in negotiations. I use this book for a college course. Five negotiation styles: Dogder, Dreamer, Haggler, Competitor and Problem Solver, are interesting exercises. Chapter 12 provided the contrast on the negotiation style of Chinese, European, Middle Eastern and Latin American.

Most of the other chapters are not globally related. It is the same theory as other negotiation books.