Global Negotiation

Global Negotiation
Author: William Hernández Requejo
Publisher: St. Martin's Press
Total Pages: 273
Release: 2014-12-02
Genre: Business & Economics
ISBN: 1466886412

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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.

The Book of Real-World Negotiations

The Book of Real-World Negotiations
Author: Joshua N. Weiss
Publisher: John Wiley & Sons
Total Pages: 327
Release: 2020-08-25
Genre: Business & Economics
ISBN: 1119616190

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Real world negotiation examples and strategies from one of the most highly respected authorities in the field This unique book can help you change your approach to negotiation by learning key strategies and techniques from actual cases. Through hard to find real world examples you will learn exactly how to effectively and productively negotiate. The Book of Real World Negotiations: Successful Strategies from Business, Government and Daily Life shines a light on real world negotiation examples and cases, rather than discussing hypothetical scenarios. It reveals what is possible through preparation, persistence, creativity, and taking a strategic approach to your negotiations. Many of us enter negotiations with skepticism and without understanding how to truly negotiate well. Because we lack knowledge and confidence, we may abandon the negotiating process prematurely or agree to deals that leave value on the table. The Book of Real World Negotiations will change that once and for all by immersing you in these real world scenarios. As a result, you’ll be better able to grasp the true power of negotiation to deal with some of the most difficult problems you face or to put together the best deals possible. This book also shares critical insights and lessons for instructors and students of negotiation, especially since negotiation is now being taught in virtually all law schools, many business schools, and in the field of conflict resolution. Whether you’re a student, instructor, or anyone who wants to negotiate successfully, you’ll be able to carefully examine real world negotiation situations that will show you how to achieve your objectives in the most challenging of circumstances. The cases are organized by realms—domestic business cases, international business cases, governmental cases and cases that occur in daily life. From these cases you will learn more about: Exactly how to achieve Win-Win outcomes The critical role of underlying interests The kind of thinking that goes into generating creative options How to consider your and the other negotiator’s Best Alternative to a Negotiated Agreement (BATNA) Negotiating successfully in the face of power Achieving success when negotiating cross-culturally Once you come to understand through these cases that negotiation is the art of the possible, you’ll stop saying "a solution is impossible." With the knowledge and self-assurance you gain from this book, you’ll roll up your sleeves and keep negotiating until you reach a mutually satisfactory outcome!

Negotiating the New START Treaty

Negotiating the New START Treaty
Author: Rose Gottemoeller
Publisher: Cambria Press
Total Pages: 211
Release: 2021-05-15
Genre: Political Science
ISBN:

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Rose Gottemoeller, the US chief negotiator of the New START treaty-and the first woman to lead a major nuclear arms negotiation-delivers in this book an invaluable insider's account of the negotiations between the US and Russian delegations in Geneva in 2009 and 2010. It also examines the crucially important discussions about the treaty between President Barack Obama and President Dmitry Medvedev, and it describes the tough negotiations Gottemoeller and her team went through to gain the support of the Senate for the treaty. And importantly, at a time when the US Congress stands deeply divided, it tells the story of how, in a previous time of partisan division, Republicans and Democrats came together to ratify a treaty to safeguard the future of all Americans. Rose Gottemoeller is uniquely qualified to write this book, bringing to the task not only many years of high-level experience in creating and enacting US policy on arms control and compliance but also a profound understanding of the broader politico-military context from her time as NATO Deputy Secretary General. Thanks to her years working with Russians, including as Director of the Carnegie Moscow Center, she provides rare insights into the actions of the Russian delegation-and the dynamics between Medvedev and then-Prime Minister Vladmir Putin. Her encyclopedic recall of the events and astute ability to analyze objectively, while laying out her own thoughts and feelings at the time, make this both an invaluable document of record-and a fascinating story. In conveying the sense of excitement and satisfaction in delivering an innovative arms control instrument for the American people and by laying out the lessons Gottemoeller and her colleagues learned, this book will serve as an inspiration for the next generation of negotiators, as a road map for them as they learn and practice their trade, and as a blueprint to inform the shaping and ratification of future treaties. This book is in the Rapid Communications in Conflict and Security (RCCS) Series (General Editor: Dr. Geoffrey R.H. Burn) and has received much praise, including: “As advances in technology usher in a new age of weaponry, future negotiators would benefit from reading Rose Gottemoeller’s memoir of the process leading to the most significant arms control agreement of recent decades.” —Henry Kissinger, former U.S. Secretary of State “Rose Gottemoeller’s book on the New START negotiations is the definitive book on this treaty or indeed, any of the nuclear treaties with the Soviet Union or Russia. These treaties played a key role in keeping the hostility between the United States and the Soviet Union from breaking out into a civilization-ending war. But her story of the New START negotiation is no dry academic treatise. She tells with wit and charm the human story of the negotiators, as well as the critical issues involved. Rose’s book is an important and well-told story about the last nuclear treaty negotiated between the US and Russia.” —William J. Perry, former U.S. Secretary of Defense “This book is important, but not just because it tells you about a very significant past, but also because it helps you understand the future.” — George Shultz, former U.S. Secretary of State

Negotiations in the World Trade Organization

Negotiations in the World Trade Organization
Author: Michal Parizek
Publisher: Routledge
Total Pages: 174
Release: 2019-10-10
Genre: Political Science
ISBN: 0429748752

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This book examines the World Trade Organization (WTO) in the context of the global economy in the twenty-first century, arguing that many problems within the institution lie in the disparity between its design and the nature of its tasks. Studying the global trade regime and the unsuccessful Doha round of trade liberalization negotiations, this volume suggests that important institutional adjustments may be necessary for the WTO and other major international institutions to (re-)gain their ability to manage global economy. It uses extensive new qualitative and quantitative evidence to identify systematic dysfunctions in how the Doha negotiations have been conducted and links these dysfunctions to the exclusively inter-governmental design of interest representation in the WTO. Based on this, the book argues that global economic institutions should consider allowing broader parliamentary and non-state representation of their members. Presenting findings which can also be applied to other global economic institutions, Negotiations in the World Trade Organization will be useful to students and scholars of international trade, global governance and international political economy.

Negotiations of the »New World«

Negotiations of the »New World«
Author: Sabine Selchow
Publisher: transcript Verlag
Total Pages: 235
Release: 2017-03-31
Genre: Political Science
ISBN: 3839428963

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»Global« is everywhere - recent years have seen a significant proliferation of the adjective »global« across discourses. But what do social actors actually do when using this term? Written from within the political studies and International Relations disciplines, and with a particular interest in the US, this book demonstrates that the widespread use of »global« is more than a linguistic curiosity. It constitutes a distinct political phenomenon of major importance: the negotiation and reproduction of the »new world«. As such, the analysis of the use of »global« provides fascinating insights into an influential and politically loaded aspect of contemporary imaginations of the world.

Original Sin in a Brave New World

Original Sin in a Brave New World
Author: Bobby McDonagh
Publisher:
Total Pages: 276
Release: 1998
Genre: Business & Economics
ISBN:

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Built to Win

Built to Win
Author: Lawrence Susskind
Publisher: Harvard Business Press
Total Pages: 225
Release: 2009-05-05
Genre: Business & Economics
ISBN: 1422132064

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Companies that consistently negotiate more valuable agreements?in ways that protect key relationships?enjoy an important but often overlooked competitive advantage. Until now, most companies have sought to improve their negotiation outcomes by sending individuals to training workshops. But this new groundbreaking book, using real-world examples from leading companies, shows a more powerful and less expensive way to achieve this. In Built to Win, authors Susskind and Movius argue that negotiation must be a strategic core competency. Drawing on their decades of training and consulting work, as well as a robust theory of negotiation, the authors provide a step-by-step model for building organizational competence. They show why the approach of ?training and more training? is a weak strategy. The authors also describe the organizational barriers that so often plague even experienced negotiators, and recommend ways of overcoming them. Built to Win explains the crucial role that leaders must play in setting goals, aligning incentives, pinpointing metrics, and supporting learning platforms to promote long-term success. A final chapter provides practical ?how-to? tools to help you start your own organizational improvement process. This book will be invaluable to CEOs, senior-level managers, HR business leaders, human resource professionals, sales and purchasing managers, and others who negotiate regularly.

Getting to Yes

Getting to Yes
Author: Roger Fisher
Publisher: Houghton Mifflin Harcourt
Total Pages: 242
Release: 1991
Genre: Business & Economics
ISBN: 9780395631249

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Describes a method of negotiation that isolates problems, focuses on interests, creates new options, and uses objective criteria to help two parties reach an agreement.

The Politics of Transatlantic Trade Negotiations

The Politics of Transatlantic Trade Negotiations
Author: Dr Tereza Novotná
Publisher: Ashgate Publishing, Ltd.
Total Pages: 257
Release: 2015-05-28
Genre: Political Science
ISBN: 1472443640

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By focusing on the wider process of negotiations, this novel volume presents the first systematic analysis of the Transatlantic Trade and Investment Partnership (TTIP). The authors include scholars and practitioners from across disciplines and various academic institutions around Europe and North America, but also from outside of the transatlantic basin. While presenting a thorough examination of the process of TTIP negotiations, the volume is divided into four parts with each part examining a broader theme and offering three or four shorter exploratory chapters that are accessible to academics, students, policy-makers and a wider audience.

Negotiating Across Cultures

Negotiating Across Cultures
Author: Raymond Cohen
Publisher: Washington, D.C. : United States Institute of Peace
Total Pages: 222
Release: 1991
Genre: Political Science
ISBN:

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