International Business Negotiation: Principles and Practice
By: Barry Maude (author)Paperback
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
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.
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 12. Ethical Aspects of International Business Deals
Number Of Pages:
- ID: 9781137270511
- Saver Delivery: Yes
- 1st Class Delivery: Yes
- Courier Delivery: Yes
- Store Delivery: Yes
Prices are for internet purchases only. Prices and availability in WHSmith Stores may vary significantly
© Copyright 2013 - 2017 WHSmith and its suppliers.
WHSmith High Street Limited Greenbridge Road, Swindon, Wiltshire, United Kingdom, SN3 3LD, VAT GB238 5548 36