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Global Business Negotiations Across Borders: Practical Solutions [Paperback]

Claude Cellich

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Book Description

Nov. 15 2011 1606492497 978-1606492499
One of the most significant developments in recent years has been the emergence of global markets, which has triggered opportunities for multinational firms to seek business across national borders. Global markets offer unlimited opportunities. But compet

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Product Details

  • Paperback: 175 pages
  • Publisher: Business Expert Press (Nov. 15 2011)
  • Language: English
  • ISBN-10: 1606492497
  • ISBN-13: 978-1606492499
  • Product Dimensions: 2.5 x 15.2 x 22.9 cm
  • Shipping Weight: 408 g
  • Amazon Bestsellers Rank: #416,371 in Books (See Top 100 in Books)

Product Description

About the Author

Claude Cellich is vice president of external relations at the International University in Geneva, Switzerland and a professor of cross-cultural business negotiations. Prior to joining academia, he held diplomatic positions with the International Trade Centre (ITC), a joint agency of the United Nations and the World Trade Organization (WTO), where he spent several years in India managing export promotion projects. Subhash C. Jain is a professor of international marketing, director of the Center for International Business Education and Research (CIBER), and director of the GE Global Learning Center (GEGLC) at the University of Connecticut School of Business. He has offered seminars for the International Trade Center (WTO/UNCTAD) in Geneva, and served as a visiting faculty at the Graduate School of Business Administration Zurich in their executive MBA program and the International University in Geneva.

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Most Helpful Customer Reviews on (beta) 4.3 out of 5 stars  3 reviews
1 of 1 people found the following review helpful
4.0 out of 5 stars Great starter guide for novice negotiators! July 13 2012
By Peter Klein - Published on
Format:Paperback|Verified Purchase
For any businessman or woman looking to work in an international context, regardless of whether or not it is with an international supplier or a coworker in another country, Practical Solutions to Global Business Negotiations is an ideal starters guide on the path of success.

The book is an interesting overview of how to prepare for and engage in negotiations on a global stage and worth a read if looking to gain basic knowledge. The authors provide a general overview of how to prepare for an interview in any situation and then dive into strategies for negotiating under specific situations, such as price negotiations and renegotiation. After providing in depth strategies for these situations the book provides tips for effective cross-cultural communication, gender issues in negotiation and power negotiations that are insightful but not in depth. To round out the book, the authors provide cases that highlight the ideas and concepts provided in the previous chapters.

The book is insightful but not in depth. For those looking for a deep-dive into a specific culture or negotiating style, this book does not meet this need. A good book and an easy read.
1 of 1 people found the following review helpful
5.0 out of 5 stars Great, practical guide March 27 2014
By David Houston - Published on
Format:Kindle Edition
Excellent practical guide to learning negotiation fundamentals in a commercial context. Case studies are very helpful, style of writing is very fluid. Learning negotiation can get very vague and abstract, this book helps make some of the core concepts more concrete.
1 of 1 people found the following review helpful
4.0 out of 5 stars Four Stars Aug. 1 2014
By Squalor - Published on
Format:Kindle Edition|Verified Purchase
Good book for students and something else... is good for diferents cultures

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