Practical and user friendly, the author describes all the key elements needed to negotiate deals that are doable, profitable, and sustainable. Based on decades of teaching and consultancies around the world, the author provides a useful guide for business executives operating in today’s digitalized global economy. This latest edition will help readers enhance their preparation, anticipate objections, create value for tangibles/intangibles, and avoid cultural blunders to reach mutually beneficial outcomes. By sharpening negotiation skills, business executives will be able to interact more effectively with their counterparts in the fast changing global business environment and the rising influence of third parties. Practical and user friendly, the author describes all the key elements needed to negotiate deals that are doable, profitable, and sustainable.

Making deals globally in the digital revolution is disrupting business operations. To successfully conduct deals abroad, executives need skills to negotiate with counterparts who have different backgrounds and experiences. This 3rd edition provides executives with the savvy they need to negotiate winning solutions no matter where they are. It offers valuable insights into the fine points of negotiating, and guidelines on delicate issues that can influence a promising deal. This book is an indispensable tool that provides know-how and expert strategies for striking favorable deals. The book emphasizes the importance of preparation and offers basic rules and checklists for staying on top in negotiations.

One of the most significant developments in recent years has been the emergence of global markets, which has triggered opportunities for multinational firms to seek business across national borders. Global markets offer unlimited opportunities. But competition in these markets is intense. To be globally successful, companies must learn to operate and compete in multiple environments which may be different from the home environment. One important prerequisite for success in foreign markets is the ability to negotiate properly. Global business negotiations are affected by the cultural backgrounds of the negotiators, comprising language, cultural conditioning, negotiating style, approaches to problem solving, implicit assumptions, gestures and facial expressions, and the role of ceremony and formality. Therefore, negotiators assigned to deal with their foreign counterparts need a lot of learning and skills. With training and practice such learning and skills can be enhanced. The proposed book offers a practical guide to acquire negotiating skills. The purpose of this book is to provide consistently effective strategies and systematic approaches to negotiations that will dramatically improve international managers as negotiators. The book provides sufficient familiarity with negotiating styles that will help managers identify their unique strength and weaknesses, thus enabling them to interpret and comfortably use the latest advances in the field of negotiation in dealing internationally.

Pt. 1. International negotiations. -- Pt. 2. Negotiation techniques used around the world. -- Pt. 3. Negotiate right in any of 50 countries.

Do you want the most up-to-date knowledge on the Chinese market all in one place? Now you can have it—in a set of 3 must-reads. This three-title collection is a must-have for Western entrepreneurs and SMEs doing business in or with China. The books are packed with practical advice, applicable decision-making processes and strategy options. The Chinese Market Series set includes: The Chinese Market An essential factor for the success of entrepreneurs and professionals engaging in business in or with China is being able to understand and correctly set up a sustainable and effective corporate structure. This book discusses different company structures, applicable decision-making processes and management issues to help you choose the most suitable structure. Topics covered include tax, legal, intellectual property rights, common pitfalls, and ways to address them. The Chinese e-Merging Market This book is designed to work as a step-by-step guide to the online marketplace and social media environment in China. It provides a detailed overview of the Chinese online market and proposes a variety of strategies available to foreign companies. It contains practical advice, the latest data and relevant links for further reference that Western SMEs, investors, and entrepreneurs can use to establish their online presence in China. Trading with China This is a concise and useful handbook to Western businesses, entrepreneurs and investors doing business with or in China. It is an essential guide of great use to anyone who considers exporting goods, services and technology to the Chinese market. It discusses major issues such as market barriers, import requirements, distribution channels, labelling, and operational challenges. The book contains industry information, updated data, key models, practical advice, and strategy options for different types of companies and industry sectors.

With its dual appeal as the world’s factory and the largest consumer market worldwide, China is about to become the preferred playing field for American and European businesses with global ambitions. China’s massive global development project, the Belt and Road Initiative (BRI), now includes more than two-thirds of the world’s countries. Entering the Chinese Market aims to assist Western businesses and entrepreneurs to understand and effectively enter the Chinese market. An essential factor for the success of investors and professionals engaging in business in or with China is being able to understand and correctly set up a sustainable and effective corporate structure. This book discusses different company structures, their functions, and their respective liabilities and provides practical and operational observations. The book details all applicable decision-making processes to help you choose the most suitable structure based on your business scope, specific needs, and available capital when entering China. In addition, it discusses all relevant rules, regulations, documentation, and management issues related to the establishment of different types of structures such as WFOEs representative offices, joint ventures, and other forms of investment. Topics covered include tax, legal, intellectual property rights, common pitfalls, and ways to address them.