Includes bibliographical references (p. 197-213) and index.

. INTRODUCTION. 1. Overview of Global Business Negotiations. II. NEGOTIATION ENVIRONMENT SETTING. 2. Role of Culture in Cross-Border Negotiations. 3. Selecting Your Style. III. NEGOTIATION PROCESS. 4. Prenegotiations Planning. 5. Initiating Global Business Negotiations: Making the First Move. 6. Price Negotiations. 7. Closing Business Negotiations. 8. Undertaking Renegotiations. IV. NEGOTIATION TOOLS. 9. Communication Skills for Effective Negotiations. 10. Demystifying the Secrets of Power Negotiations. V. MISCELLANEOUS TOPICS. 11. Negotiating on the Internet. 12. Global Negotiations- Cases and Exercises. Selected Bibliography. Index.

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.