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International Business Negotiation

Principles and Practice

Author(s):
Publisher:

Red Globe Press

Pages: 316
Downloads:

Flyer

Further Actions:

Recommend to library

AVAILABLE FORMATS

Paperback - 9781137270511

03 October 2014

$61.99

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Ebook - 9781137270528

16 September 2017

$49.99

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International Business Negotiation: Principles and Practice is an essential guide to the subject. Blending theory and practice, it translates relevant theories and research into practical and realistic guidelines for...

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International Business Negotiation: Principles and Practice is an essential guide to the subject. Blending theory and practice, it translates relevant theories and research into practical and realistic guidelines for improving negotiation practice and achieving good outcomes in a wide range of international and cross-cultural contexts. Filled with examples and cases drawn from real life negotiations and drawing on the author's experience of negotiating and implementing consultancy assignments in countries around the world, this is a highly readable and practical guide that will equip students with the knowledge and skills needed for effective participation in international business negotiation.Key benefits• Translates negotiation theory and research into practical guidelines for negotiators• Covers all the main kinds of international business negotiation• Key points are illustrated with numerous examples and cases drawn from real-life negotiations.• Each chapter includes questions for discussion and written assignments

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Balance of theory and practice
Highlighted with interesting vignettes and case studies
Fills and Important Gap in the Market

PART I: PRINCIPLES
1. International Business Negotiation
2. Impact of Culture
3. Negotiating Power
4. Two-Party and Multi-Party Negotiations
5. Negotiation Process
6. Selection and Training of IB Negotiators
PART II: PRACTICE
7. Preparing to Negotiate; Pre-Negotiation
8. Negotiation Strategies and Outcomes
9. International Sales and Marketing Negotiations
10. International Business Alliance and Joint Venture Negotiations
11. Dispute Resolution: Mediation, Arbitration, Litigation.

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Barry Maude is formerly a Senior Lecturer at the University of Staffordshire, UK. He is now a management consultant and has carried out assignments in more than 40 countries in Europe, Asia, Africa and the Middle East.

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Barry Maude is formerly a Senior Lecturer at the University of Staffordshire, UK. He is now a management consultant and has carried out assignments in more than 40 countries in Europe, Asia, Africa and the Middle East.

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