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Bargaining Across Borders : How to Negotiate Business Successfully Anywhere in the World

Bargaining Across Borders : How to Negotiate Business Successfully Anywhere in the World - 92 edition

ISBN13: 978-0070216471

Cover of Bargaining Across Borders : How to Negotiate Business Successfully Anywhere in the World 92 (ISBN 978-0070216471)
ISBN13: 978-0070216471
ISBN10: 0070216479
Cover type:
Edition/Copyright: 92
Publisher: McGraw-Hill Publishing Company
Published: 1992
International: No

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Bargaining Across Borders : How to Negotiate Business Successfully Anywhere in the World - 92 edition

ISBN13: 978-0070216471

Dean Allen Foster

ISBN13: 978-0070216471
ISBN10: 0070216479
Cover type:
Edition/Copyright: 92
Publisher: McGraw-Hill Publishing Company

Published: 1992
International: No
Summary

Emphasizing the acquisition of a "global mindset", this book tells how to recognize the real leaders among foreign counterparts, handle crucial cross-cultural differences in negotiating styles, deal with unfamiliar concepts, and more.

Table of Contents

Pt. 1 On Doing Business Internationally

1. Introduction
2. Some Basic Cross-Cultural Ground Rules

Pt. 2 Americans at the International Negotiating Table

3. Individualism
4. Time
5. Americans, Love, and Money at the Negotiating Table
6. Egalitarianism

Pt. 3 Successful International Communication

7. The Effective International Negotiator
8. International Negotiating Styles
9. Coming Home Out There

Appendix. Global Homecoming Exercises
Index

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