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Negotiations in English
Sander Schroevers
Verlag Haufe Verlag, 2010
ISBN 9783648013533 , 128 Seiten
Format PDF, ePUB, OL
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Geräte
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
Service
Shop
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