Global Negotiations: Planning for Sales and Negotiations (Dryden Press Series in Marketing) Book

This text will be useful for anyone involved in business or government transactions with someone from another country. Features: * Since national and international diplomacy isn't the same as cutting a business deal, this text is written from a business rather than diplomatic perspective. * Theory and examples are brought together, equipping students to prepare themselves to analyze new situations. * Students are taught how to prepare before the sale of negotiation, anticipate difficulties, and develop appropriate contingency plans. * Guidelines and models used in the text illustrate the challenges of working across cultural boundaries to meet business objectives. * Easily understood conceptual models are applied to major regions of the world. The models enable students, professors and professionals to clearly see the distinctiveness and cultural identity of each national or ethnic group. * In Chapter 2, the Cultural Classification model, a framework for classifying all major cultural groups worldwide, provides a common process model to examine differences and similarities in international sales and negotiation between groups. * Unique visual models clearly classify information and variations.Read More