Global Business Negotiations Across Borders: Practical Solutions Paperback – Nov 15 2011
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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.
Most Helpful Customer Reviews on Amazon.com (beta)
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.
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