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International Negotiating
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International Negotiating

There is truth to the adage that "you get what you negotiate." Yet most business people, experts concerning their product or service, don't take the time to learn basic negotiating skills. This book provides the foundation for successful international negotiations and describes the key skills business people use to win at the negotiating table.


Chapter 1: The Role of the Chief Negotiator
Chapter 2: Choosing Your Team
Chapter 3: Controlling Negotiations
Chapter 4: Initiating Negotiations
Chapter 5: Face-To-Face
Chapter 6: The Function of Bias
Chapter 7: Site Selection
Chapter 8: The Agenda
Chapter 9: About Translators
Chapter 10: Negotiating Styles, Part 1
Chapter 11: Negotiating Styles, Part 2
Chapter 12: Planning to Win
Chapter 13: Countering Personal Strategies
Chapter 14: Countering Team Strategies
Chapter 15: Selecting Tactics
Chapter 16: Closing the Deal
Chapter 17: Reporting Results
Chapter 18: Commitment
Chapter 19: Strategic & Tactical Guidelines by Country
Chapter 20: Glossary
Chapter 21: Resources

Contents :

Pages : 184

Format : Softcover

ISBN :  978-1-885073-51-8

INFLOW Code : RING07

Price :  £21.00

 

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