A Short Course in International Negotiating: Planning and Conducting International Commercial Negotiations
This book provides the foundation for successful international negotiations. Whether buying a suitcase of sweaters in the Andes or negotiating a joint venture factory in China that will employ 3,000 workers, this book will prove to be invaluable.
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THE ROLE OF THE CHIEF NEGOTIATOR
CHOOSING YOUR TEAM
13 other sections not shown
ability agenda Aggressive Asian avoid bargaining Brinkmanship BUILD-OPERATE-TRANSFER business cultures buyers Chief Negotiator COMMERCIAL ENVIRONMENT COMMON STRATEGIES company's concessions Consensus team considered contract contract law counter counterpart's counterparts counterstratecies Cowboys deal Deceptive demands Departmental developing discussions Divide and Conquer domestic economies effective emerging markets European Union exploited go-between goal Hierarchical Horizontal host company Impassive important industries international business international negotiations Intimidating investment investors issues Jekyll and Hyde keep language Legalistic long-term maintain Male Languages meetings negotiating style negotiating table negotiating team NOTES FOR NEGOTIATORS operating opponents opposition overseas parties personnel Platoon play political potential practitioner Pragmatic prepared problems professional proposal regardless relationship request require response schedule sellers selling position sessions side skills social South Africa success tactic target team members technical technological there's trade translator visitors zero-sum game