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(Download PDF) Creative Solutions To Global Business Negotiations 3Rd Edition Claude Cellich Online Ebook All Chapter PDF
(Download PDF) Creative Solutions To Global Business Negotiations 3Rd Edition Claude Cellich Online Ebook All Chapter PDF
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Creative Solutions to Global Business Negotiations
CELLICH
Third Edition
Claude Cellich
Based on decades of teaching and consultancies around the world, the author provides
GLOBAL
effectively with their counterparts in the fast changing global business environment
and the rising influence of third parties. Practical and user friendly, the author
describes all the key elements needed to negotiate deals that are doable, profitable,
and sustainable.
CLAUDE CELLICH
Creative Solutions to Global
Business Negotiations
Creative Solutions to Global
Business Negotiations
Third Edition
Claude Cellich
Creative Solutions to Global Business Negotiations, Third Edition
Copyright © Business Expert Press, LLC, 2021.
10 9 8 7 6 5 4 3 2 1
Keywords
culture and negotiations; global negotiations; negotiation styles; nego-
tiating process; negotiation on the Internet; renegotiations; intangibles;
persuasion; communications; managing negotiating teams; negotiation
capability
Contents
Preface...................................................................................................ix
Foreword................................................................................................xi
Part 1 Introduction.................................................................... 1
Chapter 1 Overview of Global Business Negotiations.........................3
Part 2 Negotiation Environment and Setting........................... 21
Chapter 2 Role of Culture in Cross-Border Negotiations..................23
Chapter 3 Identifying Your Negotiating Style...................................39
Part 3 Negotiation Process....................................................... 49
Chapter 4 Pre-negotiation Planning..................................................51
Chapter 5 Making the First Offer.....................................................71
Chapter 6 Exchanging Concessions..................................................83
Chapter 7 Price Negotiations............................................................97
Chapter 8 Closing Business Negotiations........................................109
Chapter 9 Undertaking Renegotiations...........................................119
Part 4 Negotiation Tools........................................................ 131
Chapter 10 Communication Skills for Effective Negotiations...........133
Chapter 11 Demystifying the Secrets of Power Negotiations.............147
Chapter 12 Persuasion: A Negotiator’s Core Skill..............................157
Chapter 13 Managing Negotiating Teams.........................................169
Chapter 14 Developing an Organizational Negotiating Capability.......179
Part 5 New Issues.................................................................. 189
Chapter 15 Negotiating Intangibles..................................................191
Chapter 16 Negotiating on the Internet............................................199
Chapter 17 Strategies for Small Enterprises Negotiating
with Large Firms............................................................211
Chapter 18 Negotiating in Chaotic Environments ...........................221
Annex.................................................................................................229
Notes..................................................................................................231
Bibliography........................................................................................237
About the Author.................................................................................243
Index..................................................................................................245
Preface
This third edition has been revised to reflect the changes taking place in
the global economy. Today digital technologies are disrupting business
models as well as traditional boundaries of competition. When negotia-
tors are from diverse cultures, they often rely on quite different assump-
tions about social interactions, economic interests, and political realities.
Being culturally sensitive, mastering skills, and having access to big data
are necessary competencies for mastering negotiations in a global setting.
Negotiation is a lifelong activity. In business, you can do much bet-
ter by negotiating successfully. Those not skilled in negotiation will get
less than they deserve, perhaps significantly less. Surprisingly, it is often
easier to sharpen your negotiating skills by simply trying. To do this, you
must acquire proven negotiation strategies and tactics as well as the latest
techniques of dealing with the challenges and opportunities of today’s
complex global alliances and of quickly forming partnerships. At the same
time, you must know how to navigate across national, organizational, and
professional cultures at the negotiating table.
This new edition provides a clear framework to guide global nego-
tiators around diverse cultural boundaries to create value and to reach
lasting agreements in a digitalized, competitive, and challenging global
context. In other words, this book will help managers and professionals
acquire knowledge and develop skills indispensable in today’s global busi-
ness environment.
Creative Solutions helps you strengthen the skills that are keys to
success in negotiating business deals in disruptive and multicultural en-
vironments. The strength of your agreements and the development of
lasting relationships can be the difference between success and failure.
Poor agreements with overseas companies result in frequent and endless
disputes, affecting the profitability of the outcome. Mutually beneficial
agreements help you reach and exceed your objectives and give the other
party greater satisfaction at the same time.
x PREFACE
Claude Cellich,
Geneva, Switzerland, 2021
Foreword
In this book, Claude Cellich provides the structure to and science of the
practice of negotiation. This third edition of Creative Solutions to Global
Business Negotiations gives the reader an easy-to-understand framework
on how to approach and reach successful negotiations.
As a university professor, I have found this book a valuable resource
for students, as Cellich combines the theory of the negotiation process
with practical dos and don’ts and provide interesting examples from the
world of business. They touch on the importance of understanding the
cultural nuances as you approach an international negotiation, explain
the steps of prenegotiation planning, and provide a guide on how to close
a win-win deal.
As a manager for multinational companies, facing external and inter-
nal negotiations on a daily basis, this book has been a fantastic reminder
of the core principles underlying preparing, conducting, and driving
closure to negotiations. For seasoned negotiators, the book will prove
insightful, and for the ones embarking on their studies or professional
careers, an indispensable reading.
Introduction
CHAPTER 1
Overview of Global
Business Negotiations
In business you don’t get what you deserve, you get what you negotiate.
—Chester L. Karras
Negotiation Architecture
There are three aspects to the architecture of global negotiations: nego-
tiation environment, negotiation setting, and negotiation process.
16 CREATIVE SOLUTIONS TO GLOBAL BUSINESS NEGOTIATIONS
The manager may want the agent to work for only a minimal commission
so the extra profits can be reinvested in the company to expand and mod-
ernize production. Furthermore, the manager may wish to sign up several
other agents in the same country to increase the possibility of export sales;
he or she may also want to limit the agency agreement to a short period
in order to test the market. The potential agent, on the other hand, may
demand a higher percentage of sales than is being offered as commission,
may insist on exclusivity within the country concerned, and may call for
a contract of several years instead of a short trial period. In this situation,
the exporter needs to know how to proceed in the discussions to ensure
that most of the firm’s interests are covered in the final agreement.
The terms clarification, comprehension, credibility, and creating value
are basic phrases in the negotiating process between the initial starting
position and the point where both parties develop a common perspective.
By applying each concept in sequence, one can follow a logical progres-
sion during the negotiation.
Clarification and comprehension are the first steps away from the
situation of confrontation. In the aforementioned case, the exporter and
the potential agent should clarify their views and seek the understanding
of the other party about matters of particular concern. For instance, the
parties may learn that it is important for the exporter to obtain a low
commission rate and for the agent to have exclusivity in the territory
concerned.
The next stages in business negotiation concern the concepts of cred-
ibility and creating value, that is, the attitudes that develop as both parties
discuss their requirements and the reasons behind them. In the afore-
mentioned example, this may mean that the agent accepts as credible the
exporter’s need to reinvest a large portion of profits in order to keep the
company competitive. The exporter, on the other side, has confidence
that the agent will put maximum efforts into promoting the product,
thus assuring the exporter that a long-term contract is not disadvanta-
geous. As the negotiation proceeds, the two gradually reach a convergence
of views on a number of points under discussion.
Following this is the stage of concession, counterproposals, and commit-
ment. In this phase, the final matters on which the two parties have not
already agreed are settled through compromises on both sides.
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magasins de se prêter à ce commerce. Il prescrivit aussi de
nouvelles formalités pour l'aliénation des biens des mineurs qui se
trouvaient débiteurs du fisc.
Au mois d'avril de l'an 326, Constantin consul pour
la septième fois, ayant pris pour collègue son fils An 326.
Constance âgé de huit ans et demi et déja César,
résolut d'aller à Rome, dont il était absent depuis xlviii. Mort de
long-temps. Il passa par Aquilée et par Milan, où il Crispus.
paraît qu'il fit quelque séjour. Il était à Rome le 8
de juillet, et y demeura près de trois mois. Il y
célébra de nouveau ses vicennales. Le concours Idat. chron.
des décennales des deux Césars Crispus et
Constantin augmenta la solennité. Mais la joie de Cod. Th. Chron.
ces fêtes se changea en deuil par un événement
funeste, qui fut pour l'empereur jusqu'à la fin de sa
Philost. l. 2, c.
vie une source d'amertume. Crispus qui avait si 4.
heureusement remplacé son père dans la guerre
contre les Francs, qui l'avait secondé avec tant de
succès et de gloire dans la défaite de Licinius, et Vict. epit. p.
qui donnait encore de plus grandes espérances, 224.
fut accusé par sa belle-mère, d'avoir conçu pour
elle une passion incestueuse, et d'avoir osé la lui Eutrop. l. 10.
déclarer. Quelques auteurs attribuent cette
méchanceté de Fausta à la jalousie que lui Amm. l. 14, c.
inspiraient les brillantes qualités du fils de 11.
Minervina: d'autres prétendent qu'embrasée d'un
criminel amour pour ce jeune prince et rebutée
avec horreur, elle l'accusa du crime dont elle était Zos. l. 2, c. 29.
seule coupable. Tous conviennent que Constantin
emporté par sa colère, le condamna à mort sans Sidon. l. 5,
examen. Il fut mené loin des yeux de son père à epist. 8.
Pola en Istrie, où il eut la tête tranchée. Sidonius
dit qu'on le fit mourir par le poison. Il était âgé Cod. orig.
d'environ trente ans. Sa mort fut bientôt vengée. Const. p. 34.
Le père infortuné commença par se punir lui-
même. Accablé des reproches de sa mère Hélène et plus encore de
ceux de sa conscience, qui l'accusait sans cesse d'une injuste
précipitation, il se livra à une espèce de désespoir. Toutes les vertus
de Crispus irritaient ses remords: il semblait avoir renoncé à la vie. Il
passa quarante jours entiers dans les larmes, sans faire usage du
bain, sans prendre de repos. Il ne trouva d'autre consolation que de
signaler son repentir par une statue d'argent qu'il fit dresser à son
fils; la tête était d'or; sur le front étaient gravés ces mots: C'est mon
fils injustement condamné. Cette statue fut ensuite transportée à
Constantinople, où elle se voyait dans le lieu appelé Smyrnium.
La mort de Crispus, chéri de tout l'empire, attira
sur Fausta l'indignation publique. On osa bientôt XLIX.
avertir Constantin des désordres de sa perfide
épouse. Elle fut accusée d'un commerce infâme, Mort de Fausta.
qu'il avait peut-être seul ignoré jusqu'alors. Ce
nouveau crime devint une preuve de la calomnie.
Aussi malheureux mari que malheureux père, Zos. l. 2, c. 29.
également aveugle dans sa colère contre sa
femme et contre son fils, il ne se donna pas non Philost. l. 2, c.
plus cette fois le temps d'avérer l'accusation, et il 11.
courut encore le risque de l'injustice et des
remords. Il fit étouffer Fausta dans une étuve.
Vict. epit. p.
Plusieurs officiers de sa cour furent enveloppés 224.
dans cette terrible vengeance. Le jeune Licinius
qui n'avait pas encore douze ans, et dont les
bonnes qualités semblaient dignes d'un meilleur Eutrop. l. 10.
sort, perdit alors la vie, sans qu'on en sache le
sujet. Ces exécutions firent horreur. On trouva Sidon. tit. 5,
affichés aux portes du palais deux vers satiriques epist. 8.
où l'on rappelait la mémoire de Néron[36]. Des
événements si tragiques ont noirci les dernières années de
Constantin: ils contribuèrent sans doute à l'éloigner de la ville de
Rome, où s'étaient passées tant de scènes sanglantes; il la regarda
comme un séjour funeste.
[36]