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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

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

ISBN13: 9780070216563

ISBN10: 0070216568

Bargaining Across Borders : How to Negotiate Business Successfully Anywhere in the World by Dean Allen Foster - ISBN 9780070216563
Cover type: Print On Demand
Edition: 92
Copyright: 1992
Publisher: McGraw-Hill Publishing Company
Published:
International: No
Bargaining Across Borders : How to Negotiate Business Successfully Anywhere in the World by Dean Allen Foster - ISBN 9780070216563

ISBN13: 9780070216563

ISBN10: 0070216568

Cover type: Print On Demand
Edition: 92

List price: $20.00

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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

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