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Cross-cultural business behavior : negotiating, selling, sourcing and managing across cultures : 4th ed.

Tác giả: Richard R. Gesteland

Now readers of the fourth edition will find even more of that practical guidance for negotiating with customers and suppliers around the world. They will also find fresh new cases, additional negotiator profiles and comparisons of Nordic business cultures as well as detailed advice for adapting ...

HBR's 10 must reads on negotiation

Nhóm Tác giả: Harvard Business Review

This book will inspire you to: control the negotiation before you enter the room; persuade others to do what you want - for their own reasons; manage emotions on both sides of the table; understand the rules of negotiating across cultures; set the stage for a healthy relationship long after the ink ...

3-D negotiation : powerful tools to change the game in your most important deals

Tác giả: David A Lax; James K Sebenius

Contents: Overview: 3-D negotiation in a nutshell; Negotiate in three dimensions; Do a 3-D audit of barriers to agreement; Craft a 3-D strategy to overcome the barriers; Set up the right negotiation, "away from the table"; Get all the parties right; Get all the interests right; Get the no-deal ...

Negotiating success : tips and tools for building rapport and dissolving conflict while still getting what you want

Tác giả: Jim Hornickel

Part 1. The people in the process; Part 2. The negotiating process

HBR guide to negotiating

Tác giả: Jeff A Weiss

Section 1. Before you get in the room: the best negotiator is the most prepared one; Section 2. In the room: power comes from negotiating with discipline; Section 3. The common challenges: tools and techniques you can use in specific situations; Section 4 Postgame: careful review drives learning ...