Cover image for World class negotiating : dealmaking in the global marketplace
Title:
World class negotiating : dealmaking in the global marketplace
Author:
Hendon, Donald W.
Personal Author:
Publication Information:
New York : Wiley, [1990]

©1990
Physical Description:
xviii, 270 pages ; 24 cm
General Note:
"First published in Great Britain by Gower Publishing Company, Limited"--T.p. verso.
Language:
English
ISBN:
9780471513223
Format :
Book

On Order

Summary

Summary

Presents the skills, tactics, styles, and strategies every negotiator needs to compete in the international marketplace. Based on seminars conducted in 22 countries and packed with real-life examples and fascinating anecdotes, it shows how to negotiate anything, anywhere. Explains the six stages of negotiation and contains a compendium of 73 tactics and countermeasures, including consideration of how differing cultural assumptions affect the negotiation process.