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Successful International Negotiations

A Practical Guide for Managing Transactions and Deals
BuchGebunden
Verkaufsrang114124inPolitik - Soziologie
EUR96,50

Beschreibung

This book describes how international negotiations can be conducted in a structured, professional and effective manner. It also offers recommendations based on examples of successful negotiations from both economically leading countries such as the USA, China and Japan, as well as smaller countries such as the Netherlands, Israel and Morocco. Providing practically relevant experiences from middle and top management positions in different business sectors, the contributors focus on all elements of negotiations, spanning from preparation, execution, strategies and tactics to non-verbal communication and psychological factors. Moreover, the chapters offer detailed introductions to more than 25 countries around the globe, which can be used as a reference guide to doing business in the specific contexts.
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Details

ISBN/EAN978-3-030-33482-6
ProduktartBuch
EinbandGebunden
Erscheinungsdatum22.01.2020
Auflage1st ed. 2020
ReiheManagement for Professionals
Seiten376 Seiten
SpracheEnglisch
Artikel-Nr.16121842
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Autor

Marc Helmold is a professor at the iubh International University (IUBH) at the campus in Berlin. He teaches Bachelor, Master and M.B.A. students in negotiations in the international context, performance management and supply chain management. From 2010 until 2017 he had several positions as the head of supply chain management and procurement in the market leader in the railway industry. In 2016 he has been appointed professor at the iubh in Berlin.

Tracy Dathe is a freelance business advisor and lecturer in the fields of financial management and international communication. She owes her expertise in international cooperation not least to her practical experience in the industry. From 2012 to 2016, as CFO of an automotive spare part manufacturer, she was responsible for general commercial management at the German headquarter, as well as for the subsidiaries in China, France, Italy, Sweden, the Czech Republic, Turkey and the USA.

Florian Hummel is a professor at the iubh International University (IUBH) at the campus in Berlin. He focusses on hospitality and strategic management. In addition to this function he was the academic leader for the northern university locations in Germany. In 2018 he was assigned pro-rector for diversity and internationalization at the iubh University.

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