Overview of global business negotiations. Negotiation environment and setting. Role of culture in cross-border negotiations
Selecting your negotiating style. Negotiation process. Prenegotiations planning
Initiating global business negotiations: making the first move
Closing business negotiations
Undertaking renegotiations. Negotiation tools. Communication skills for effective negotiations
Demystifying the secrets of power negotiations. Miscellaneous topics. Negotiating on the Internet
cases and exercises: Chinese negotiations ; European negotiations ; Latin American negotiations ; Middle Eastern negotiations ; Asian negotiations.
