Overview

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.

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9781952538780

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Claude Cellich is currently vice president for external relations at the International University in Geneva. Over the years, he has lectured at the Institut International d’Administratiom Publique, Ecole Nationale d’Administration (ENA), Paris School of Management, the University of Economics in Prague and Anahuac University in Mexico and carried out consultancies to trade promotion organizations.

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