Negotiations in English
von: Sander Schroevers
Haufe Verlag, 2010
ISBN: 9783648013533
Sprache: Deutsch
128 Seiten, Download: 1044 KB
Format: EPUB, PDF, auch als Online-Lesen
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| Contents | 3 | ||
| Vorwort | 5 | ||
| Negotiating skills | 6 | ||
| Preparation and planning | 7 | ||
| Getting acquainted | 17 | ||
| Opening phase | 27 | ||
| Main phase | 32 | ||
| Agreement phase | 47 | ||
| Asking questions | 55 | ||
| The art of listening | 61 | ||
| When things get tough | 63 | ||
| Tables, graphs or charts | 67 | ||
| Telephone negotiating | 70 | ||
| Cross-cultural negotiations | 74 | ||
| Relation orientation | 75 | ||
| Sociolinguistic influences | 76 | ||
| Negotiating internationally | 81 | ||
| Local negotiation techniques | 84 | ||
| Strategic negotiating framework | 87 | ||
| Country-specific negotiating | 88 | ||
| Introduction | 89 | ||
| China | 90 | ||
| Czech Republic | 92 | ||
| France | 94 | ||
| India | 96 | ||
| Italy | 98 | ||
| Japan | 100 | ||
| Netherlands | 102 | ||
| Poland | 104 | ||
| Russia | 106 | ||
| Spain | 108 | ||
| United Kingdom | 110 | ||
| United States | 112 | ||
| Cross-cultural differences | 113 | ||
| Practical reference | 118 | ||
| Index | 125 | ||
| Die Autoren | 127 |
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