Global Negotiation

The New Rules

Business & Finance, Management & Leadership, Negotiating, Economics, International
Cover of the book Global Negotiation by William Hernández Requejo, John L. Graham, St. Martin's Press
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Author: William Hernández Requejo, John L. Graham ISBN: 9781466886414
Publisher: St. Martin's Press Publication: December 2, 2014
Imprint: St. Martin's Press Language: English
Author: William Hernández Requejo, John L. Graham
ISBN: 9781466886414
Publisher: St. Martin's Press
Publication: December 2, 2014
Imprint: St. Martin's Press
Language: English

Each year American executives make nearly eight million trips overseas for international business. In the process, they leave billions of dollars on the negotiation table. Global Negotiation provides critical tools to help businesspeople save money (and face) when negotiating across cultural divides. Drawing on their more than 50 combined years of experience, as well as extensive field research with over 2000 business people in 21 different cultures, John L. Graham and William Hernández Requejo have discovered how to create long-lasting commercial relationships around the world. The authors provide a rare combination of practical insight and illuminating anecdotes, and offer examples from well-known companies such as Toyota, Ford, Intel, AT&T, Rockwell, Boeing, and Wal-Mart.

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Each year American executives make nearly eight million trips overseas for international business. In the process, they leave billions of dollars on the negotiation table. Global Negotiation provides critical tools to help businesspeople save money (and face) when negotiating across cultural divides. Drawing on their more than 50 combined years of experience, as well as extensive field research with over 2000 business people in 21 different cultures, John L. Graham and William Hernández Requejo have discovered how to create long-lasting commercial relationships around the world. The authors provide a rare combination of practical insight and illuminating anecdotes, and offer examples from well-known companies such as Toyota, Ford, Intel, AT&T, Rockwell, Boeing, and Wal-Mart.

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