Global Business Negotiations

This practical book provides effective strategies and systematic approaches to improve the results of international negotiations. Cellich and Jain focus on negotiating with developing countries and 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. Copyright (C) Muze Inc. 2005. For personal use only. All rights reserved.