How to negotiate worldwide : a practical handbook
Author(s)
Bibliographic Information
How to negotiate worldwide : a practical handbook
Gower, c1989
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Description and Table of Contents
Description
As the world continues to shrink, the ability to operate on a global scale is becoming a neccessity for more and more business people. And the rewards of knowing how to negotiate in different markets can be quite significant. This book is based on the experience of thousands of managers who have attended the seminars run by the authors in more than 20 countries. Topics discussed include how changing conditions in international business are affecting the way people negotiate, the distinct stages of negotiation, the price concession patterns preferred by executives from 15 different countries, how to observe, interpret and use non-verbal behaviour across a range of cultures and the 73 favourite tactics chosen by executives from 11 countries - and how to counter them. With anecdotes, case studies, exercises, checklists and a cultural self-awareness questionnaire, this book aims to actively involve the reader.
Table of Contents
- Part 1 The nature of international negotiating: the six stages
- how to make concessions
- the ideal negotiator. Part 2 Dealing with other cultures: cultural self-awareness
- non-verbal communication. Part 3 A compendium of tactics and countermeasures: seven tactics and counter measures
- favourite tactics of 11 nations.
by "Nielsen BookData"