Creative Solutions to Global Business Negotiations, Third Edition PDF Download
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Author: Claude Cellich
Publisher: Business Expert Press
ISBN: 1952538793
Category : Business & Economics
Languages : en
Pages : 310
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Book Description
Practical and user friendly, the author describes all the key elements needed to negotiate deals that are doable, profitable, and sustainable. Based on decades of teaching and consultancies around the world, the author provides a useful guide for business executives operating in today’s digitalized global economy. This latest edition will help readers enhance their preparation, anticipate objections, create value for tangibles/intangibles, and avoid cultural blunders to reach mutually beneficial outcomes. By sharpening negotiation skills, business executives will be able to interact more effectively with their counterparts in the fast changing global business environment and the rising influence of third parties. Practical and user friendly, the author describes all the key elements needed to negotiate deals that are doable, profitable, and sustainable.
Author: Claude Cellich
Publisher: Business Expert Press
ISBN: 1952538793
Category : Business & Economics
Languages : en
Pages : 310
Get Book Here
Book Description
Practical and user friendly, the author describes all the key elements needed to negotiate deals that are doable, profitable, and sustainable. Based on decades of teaching and consultancies around the world, the author provides a useful guide for business executives operating in today’s digitalized global economy. This latest edition will help readers enhance their preparation, anticipate objections, create value for tangibles/intangibles, and avoid cultural blunders to reach mutually beneficial outcomes. By sharpening negotiation skills, business executives will be able to interact more effectively with their counterparts in the fast changing global business environment and the rising influence of third parties. Practical and user friendly, the author describes all the key elements needed to negotiate deals that are doable, profitable, and sustainable.
Author: Bill Sanders
Publisher: Harvard Business Press
ISBN: 1633699501
Category : Business & Economics
Languages : en
Pages : 162
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Book Description
Negotiation is stuck. It's time for something new. Almost everything is negotiable. Almost every interaction is a negotiation. And in no field is this clearer than in business, where every day we work with others to get things done. But when we have real differences, is win-win always possible? Or must every negotiation be a zero-sum battle, with a winner and a loser? Over the last half century, two opposing philosophies have ruled the field of negotiation: the win-lose, tooth-and-nail approach of training guru Chester Karrass; and the win-win, "principled" creed of Getting to Yes, developed by Roger Fisher and William Ury. But neither approach fully meets the challenge of today's volatile, disruptive, ultracompetitive business environment, where strategic problem-solving is of critical importance. In Creative Conflict, negotiation experts Bill Sanders and Frank Mobus provide something new. They use a dynamic, dialectical approach to show how negotiations are driven by competition and cooperation at the same time. Counterintuitively, they reveal that conflict lies at the heart of more profitable agreements. They believe that when we tiptoe around conflict, we negotiate in a half-hearted way that limits our results. By contrast, creative negotiators probe and push until they hit a wall of disagreement, and then they figure out how to get past it. The authors construct a clear and useful framework based on three distinct negotiating contexts: Bargaining, Creative Dealmaking, and Relationship Building. They instruct readers on how to skillfully pursue their fair share while simultaneously seeking ways to expand a deal's scope and value for both sides.
Author: Pervez N. Ghauri
Publisher: Emerald Group Publishing
ISBN: 9780080442938
Category : Business & Economics
Languages : en
Pages : 548
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Book Description
Provides an understanding about the impact of culture and communication on international business negotiations. This work explores the problems faced by Western managers while doing business abroad and offers guidelines for international business negotiations. It also focuses on an important aspect of international business: negotiations.
Author: Joshua N. Weiss
Publisher: John Wiley & Sons
ISBN: 1119616190
Category : Business & Economics
Languages : en
Pages : 327
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Book Description
Real world negotiation examples and strategies from one of the most highly respected authorities in the field This unique book can help you change your approach to negotiation by learning key strategies and techniques from actual cases. Through hard to find real world examples you will learn exactly how to effectively and productively negotiate. The Book of Real World Negotiations: Successful Strategies from Business, Government and Daily Life shines a light on real world negotiation examples and cases, rather than discussing hypothetical scenarios. It reveals what is possible through preparation, persistence, creativity, and taking a strategic approach to your negotiations. Many of us enter negotiations with skepticism and without understanding how to truly negotiate well. Because we lack knowledge and confidence, we may abandon the negotiating process prematurely or agree to deals that leave value on the table. The Book of Real World Negotiations will change that once and for all by immersing you in these real world scenarios. As a result, you’ll be better able to grasp the true power of negotiation to deal with some of the most difficult problems you face or to put together the best deals possible. This book also shares critical insights and lessons for instructors and students of negotiation, especially since negotiation is now being taught in virtually all law schools, many business schools, and in the field of conflict resolution. Whether you’re a student, instructor, or anyone who wants to negotiate successfully, you’ll be able to carefully examine real world negotiation situations that will show you how to achieve your objectives in the most challenging of circumstances. The cases are organized by realms—domestic business cases, international business cases, governmental cases and cases that occur in daily life. From these cases you will learn more about: Exactly how to achieve Win-Win outcomes The critical role of underlying interests The kind of thinking that goes into generating creative options How to consider your and the other negotiator’s Best Alternative to a Negotiated Agreement (BATNA) Negotiating successfully in the face of power Achieving success when negotiating cross-culturally Once you come to understand through these cases that negotiation is the art of the possible, you’ll stop saying "a solution is impossible." With the knowledge and self-assurance you gain from this book, you’ll roll up your sleeves and keep negotiating until you reach a mutually satisfactory outcome!
Author: Deborah Kolb
Publisher: Simon and Schuster
ISBN: 0743215125
Category : Business & Economics
Languages : en
Pages : 277
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Book Description
At last, here is a book that shows women how to recognize the Shadow Negotiation -- in which the unspoken attitudes, hidden assumptions, and conflicting agendas that drive the bargaining process play out -- and how to use that knowledge to their advantage. Each time people bargain over issues -- a promotion, a contract with a new client, a bigger role in decision-making -- a parallel negotiation unfolds beneath the surface of the "formal" discussion. Bargainers constantly maneuver to determine whose interests and needs will hold sway, whose opinions will matter, and how cooperative each person will be in reaching an agreement. How the issues are resolved hangs on the actions people take in the shadow negotiation, yet it is in this shadow negotiation that women most often run into trouble. The most productive negotiations take place when strong advocates can connect with each other. Good results depend equally on a bargainer's positioning her ideas for a fair hearing and on being open to the other side's point of view. But traditionally women have not fared well on either front. Often, they let negotiable moments slip by and take the first "no" as a final answer, or their efforts to be responsive to the other side's position are interpreted as accommodation. As a result, women can come away from negotiations with fewer dollars, perks, plum assignments, or less say in decision-making than men. To negotiate effectively, women must pay attention to acts of self-sabotage as well as to the moves others make in the shadow negotiation. By bargaining more strategically, women can establish the terms of their advocacy, their voice, and at the same time encourage the open communication essential to a collaborative discussion in which not only acceptable, but creative, agreements can be worked out. Written by Deborah M. Kolb and Judith Williams, two authorities in the field, The Shadow Negotiation shows women a whole new way to think about the negotiation process. Kolb and Williams identify the common stumbling blocks that women encounter and present a game plan for turning their particular strengths to their advantage. Based on extensive interviews with hundreds of business-women, The Shadow Negotiation provides women with a clear, insightful guide to the hidden machinations that are at work in every bargaining situation.
Author: Roger Fisher
Publisher: Houghton Mifflin Harcourt
ISBN: 9780395631249
Category : Business & Economics
Languages : en
Pages : 242
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Book Description
Describes a method of negotiation that isolates problems, focuses on interests, creates new options, and uses objective criteria to help two parties reach an agreement.
Author: Deepak Malhotra
Publisher: Bantam
ISBN: 0553384112
Category : Business & Economics
Languages : en
Pages : 354
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Book Description
From two leaders in executive education at Harvard Business School, here are the mental habits and proven strategies you need to achieve outstanding results in any negotiation. Whether you’ve “seen it all” or are just starting out, Negotiation Genius will dramatically improve your negotiating skills and confidence. Drawing on decades of behavioral research plus the experience of thousands of business clients, the authors take the mystery out of preparing for and executing negotiations—whether they involve multimillion-dollar deals or improving your next salary offer. What sets negotiation geniuses apart? They are the men and women who know how to: •Identify negotiation opportunities where others see no room for discussion •Discover the truth even when the other side wants to conceal it •Negotiate successfully from a position of weakness •Defuse threats, ultimatums, lies, and other hardball tactics •Overcome resistance and “sell” proposals using proven influence tactics •Negotiate ethically and create trusting relationships—along with great deals •Recognize when the best move is to walk away •And much, much more This book gets “down and dirty.” It gives you detailed strategies—including talking points—that work in the real world even when the other side is hostile, unethical, or more powerful. When you finish it, you will already have an action plan for your next negotiation. You will know what to do and why. You will also begin building your own reputation as a negotiation genius.
Author: Danai Krokou
Publisher: Business Expert Press
ISBN: 1637422512
Category : Business & Economics
Languages : en
Pages : 487
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Book Description
Do you want the most up-to-date knowledge on the Chinese market all in one place? Now you can have it—in a set of 3 must-reads. This three-title collection is a must-have for Western entrepreneurs and SMEs doing business in or with China. The books are packed with practical advice, applicable decision-making processes and strategy options. The Chinese Market Series set includes: The Chinese Market An essential factor for the success of entrepreneurs and professionals engaging in business in or with China is being able to understand and correctly set up a sustainable and effective corporate structure. This book discusses different company structures, applicable decision-making processes and management issues to help you choose the most suitable structure. Topics covered include tax, legal, intellectual property rights, common pitfalls, and ways to address them. The Chinese e-Merging Market This book is designed to work as a step-by-step guide to the online marketplace and social media environment in China. It provides a detailed overview of the Chinese online market and proposes a variety of strategies available to foreign companies. It contains practical advice, the latest data and relevant links for further reference that Western SMEs, investors, and entrepreneurs can use to establish their online presence in China. Trading with China This is a concise and useful handbook to Western businesses, entrepreneurs and investors doing business with or in China. It is an essential guide of great use to anyone who considers exporting goods, services and technology to the Chinese market. It discusses major issues such as market barriers, import requirements, distribution channels, labelling, and operational challenges. The book contains industry information, updated data, key models, practical advice, and strategy options for different types of companies and industry sectors.
Author: Danai Krokou
Publisher: Business Expert Press
ISBN: 1637420331
Category : Business & Economics
Languages : en
Pages : 204
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Book Description
With its dual appeal as the world’s factory and the largest consumer market worldwide, China is about to become the preferred playing field for American and European businesses with global ambitions. China’s massive global development project, the Belt and Road Initiative (BRI), now includes more than two-thirds of the world’s countries. Entering the Chinese Market aims to assist Western businesses and entrepreneurs to understand and effectively enter the Chinese market. An essential factor for the success of investors and professionals engaging in business in or with China is being able to understand and correctly set up a sustainable and effective corporate structure. This book discusses different company structures, their functions, and their respective liabilities and provides practical and operational observations. The book details all applicable decision-making processes to help you choose the most suitable structure based on your business scope, specific needs, and available capital when entering China. In addition, it discusses all relevant rules, regulations, documentation, and management issues related to the establishment of different types of structures such as WFOEs representative offices, joint ventures, and other forms of investment. Topics covered include tax, legal, intellectual property rights, common pitfalls, and ways to address them.
Author: Danai Krokou
Publisher: Business Expert Press
ISBN: 1637420536
Category : Business & Economics
Languages : en
Pages : 290
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Book Description
Over the past decades China gained the reputation of being the world’s factory, focusing solely on manufacturing exports. This is about to change. The role of e-commerce is tremendously important in the context of the Chinese government’s stated goal of relying less on exports to the recession-stricken West and focusing more on domestic consumption as a driver for further economic growth. China’s online population is currently the largest online population worldwide. This book is aimed at assisting Western entrepreneurs, SMEs, investors and business students to understand and ideally enter the Chinese e-merging market. E-Commerce is an easy, fast, and cost-effective way of entering the Chinese market compared to more traditional ways of entry. It offers great opportunities for high profit gains to Western companies seeking to do business in China without the hurdle of heavy upfront investment. This book is designed to work as a step-by-step guide to the online marketplace environment in China. It provides a detailed overview of the Chinese online market and proposes different strategies available to foreign companies. It contains practical advice, the latest data and relevant links for further reference that Western SMEs, investors, and entrepreneurs can use to establish their online presence in China.
