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Title Successful international negotiations : a practical guide for managing transactions and deals / Marc Helmold, Tracy Dathe, Florian Hummel, Brian Terry, Jan Pieper, editors
Published Cham : Springer, 2020


Description 1 online resource (366 pages)
Series Management for professionals
Management for professionals.
Contents Best-in-Class Negotiations in the International Context -- Prisoners' Dilemma and Negotiation Types -- Competencies and Criteria for Successful Negotiations -- Negotiations as Integral Part of the Corporate Strategy -- Negotiation Execution -- Negotiation Concepts -- Negotiations in Different Cultures and Internationalisation -- Business Negotiations in Industry -- A-6 Concept for Successful International Negotiations -- Nonverbal Communication -- Tools for Negotiations -- Outsourcing Negotiations -- Negotiations in the Global Economy -- Negotiation in Companies with Financial Difficulties -- Negotiations in the Service Industry -- Negotiations in Project Management -- Negotiations in Different Countries -- Negotiations in Europe -- Negotiations in the Americas -- Negotiations in Japan, China and Asia-Pacific -- Negotiations in Arabic Countries and the Middle East -- Negotiations in Africa
Summary This book describes how international negotiations can be conducted in a structured, professional and effective manner. It also offers recommendations based on examples of successful negotiations from both economically leading countries such as the USA, China and Japan, as well as smaller countries such as the Netherlands, Israel and Morocco. Providing practically relevant experiences from middle and top management positions in different business sectors, the contributors focus on all elements of negotiations, spanning from preparation, execution, strategies and tactics to non-verbal communication and psychological factors. Moreover, the chapters offer detailed introductions to more than 25 countries around the globe, which can be used as a reference guide to doing business in the specific contexts
Notes Print version record
Subject Negotiation in business.
International business enterprises -- Management
International business enterprises -- Management.
Negotiation in business.
Form Electronic book
Author Helmold, Marc.
Dathe, Tracy
Hummel, Florian
Terry, Brian.
Pieper, Jan
ISBN 9783030334833