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
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