Global Business Negotiations: A Practical Guide - Hardcover

Dr. Claude Cellich is currently the Vice President of International University in Geneva. He is on the Editorial Board of the International Business Review and the Journal of Teaching International Business. He is the recipient of the 75th Anniversary Medal for Excellence from the Helsinki School of Economics, University of Helsinki.

In my 35 years in international business I have made, or have witnesses, many a faux pas when conducting cross-cultural negotiations. Global Business Negotiations seems to capture all of them, and more. It is a very practical guide as to how to anticipate problems and avoid them. I would have benefited greatly from this guide years ago.

Cellich and Jain have provided a practical guide to success in intenrational business negotiations. They rightly identify communciation as the core of negotiations, providing a series of practical exercises to guide would-be negotiators i n the maze of multi-culturalism, which characterizes international supply chains. This useful book will assist business entrepreneurs from emerging markets or from small and medium scall enterprises to tackle the challenges of successful partcipation in the international economy.

Global Business Negotiations is an essential book for all global business practitioners as well as for those aspiring to a career in international business. It captures both the challenge and excitement of this important activity, as well as giving page after page of real world advice and examples.

In Global Business Negotiations: A Practical Guide, negotiating is brought back to its essentials: the dos and don'ts of preparations, knowledge, and skills. This book certainly deserves reading from those interested, involved, or responsible for negotiations of any kind.

Cellich and Jain bring a holistic view on negotiating in today's business environment, and they provide detailed as well as actionable ideas about how to lead successful negotiations. Their emphasis on the role of culture and the importance of communication skills makes their book a great read for managers who want to develop their skills and make their organizations more efficient.