Global Business Negotiations

Global Business Negotiations

A Practical Guide

by Subhash C. Jain, Claude Cellich

218 pages· 2004· ISBN 9780538726580
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This practical, insightful book provides effective strategies and systematic approaches to improve the results of international negotiations. Focusing on negotiating with developing countries, Cellich and Jain review the basic influence techniques used by international negotiators, how to identify them, and how to thwart them. Professionals will learn to establish a framework for observing, evaluating, planning, and improving future negotiations with Global Business Negotiations: A Practical Guide.

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