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A short course in international negotiating : planning and conducting international commercial negotiations

Author: Jeffrey E Curry
Publisher: San Rafael, Calif. : World Trade Press, ©1999.
Series: Short course in international trade series.
Edition/Format:   eBook : Document : EnglishView all editions and formats
Database:WorldCat
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Genre/Form: Electronic books
Additional Physical Format: Print version:
Curry, Jeffrey E., 1953-
Short course in international negotiating.
San Rafael, Calif. : World Trade Press, ©1999
(DLC) 98017850
Material Type: Document, Internet resource
Document Type: Internet Resource, Computer File
All Authors / Contributors: Jeffrey E Curry
OCLC Number: 70769552
Reproduction Notes: Electronic reproduction. [S.l.] : HathiTrust Digital Library, 2010. MiAaHDL
Description: 1 online resource (viii, 184 pages).
Details: Master and use copy. Digital master created according to Benchmark for Faithful Digital Reproductions of Monographs and Serials, Version 1. Digital Library Federation, December 2002.
Contents: The rise of the chief negotiator: small stage, big part --
Choosing your team: big guns, small guns --
Controlling negotiations: who's calling the shots? --
Initiating negotiations: getting the lay of the land --
Face-to-face: sizing up your counterparts --
The function of bias: perception versus reality --
Site selection: how to you get there from here? --
The agenda: carve it in stone --
About translators: making sure your message gets through --
Negotiating styles, part 1: major personal styles --
Negotiating styles, part 2: major team styles --
Planning to win: success is a choice, not a result --
Countering personal strategies: how to get the upper hand --
Countering team strategies: how to keep the upper hand --
Selecting tactics: playing to win --
Closing the deal: who makes the decision? --
Reporting results: is 99 percent enough? --
Commitment: the strain of implementation --
Strategic and tactical guidelines by country.
Series Title: Short course in international trade series.
Other Titles: International negotiating
Responsibility: Jeffrey Edmund Curry ; with contributing articles by Olaf Greifenhagen, "Jim" Chinh T. Nguyen, Yves A. Speeckaert.

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