克劳德·塞利奇(Claude Cellich),日内瓦国际大学副校长,International Business
Review和Journal of Teaching International Business编委。
苏比哈什·C·贾殷(Subash C.Jain),康涅狄格大学工商管理学院营销学教授。
目錄:
Preface
PART 1 INTRODUCTION
Chapter 1 Overview of Global Business Negotiations
PART 2 NEGOTIATION OF ENVIRONMENT AND SETTING
Chapter 2 Role of Culture in Cross- Border
Negotiations
Chapter 3 Selecting Your Negotiating Style
PART 3 NEGOTIATION PROCESS
Chapter 4 Prenegotiations Planning
Chapter 5 Initiating Global Business Negotiations: Making
the First Move
Chapter 6 Trading Concessions
Chapter 7 Price Negotiations
Chapter 8 Closing Business Negotiations
Chapter 9 Undertaking Renegotiations
PART 4 NEGOTIATION TOOLS
Chapter 10 Communication Skills for Effective
Negotiations
Chapter 11 Demystifying the Secrets of Power
Negotiations
PART 5 MISCELLANEOUS TOPICS.
Chapter 12 Negotiating on the Internet
Chapter 13 Overcoming the Gender Divide in Global
Negotiation.
Chapter 14 Strategies for Small Enterprises Negotiating
With Large Firms
Cases and Exercises
Case A: Chinese Negotiations
Case B: European Negotiations
Case C: Latin American Negotiations
Case D: Middle Eastern Negotiations
Case E: Asian Negotiations
Case F: The Renault-Nissan Alliance Negotiations
Case G: Factory Closure Negotiations
Notes
References