This book describes how international negotiations can be conducted in a structured, professional and effective manner. It also offers recommendations based on

Most studies of international negotiations take successful talks as their subject. With a few notable exceptions, analysts have paid little attention to negotia

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

This volume guides you through the general legal and cultural issues that can arise during international business negotiations. It contains a combination of gen

Provides an understanding about the impact of culture and communication on international business negotiations. This work explores the problems faced by Western