Download or read book Global Business Negotiations written by Claude Cellich and published by Thomson South-Western. This book was released on 2004 with total page 232 pages. Available in PDF, EPUB and Kindle. Book excerpt: This practical, insightful book provides effective strategies and systematic approaches to improve the results of international negotiations. Focusing on negotiating with developing countries, Cellich and Jain review the basic influence techniques used by international negotiators, how to identify them, and how to thwart them. Professionals will learn to establish a framework for observing, evaluating, planning, and improving future negotiations with Global Business Negotiations: A Practical Guide.