Title: Global negotiation
First published: 2008
Description: "American executives make nearly eight million trips overseas for international business each year. In the process, they leave billions of dollars on the negotiation table. In Global Negotiation, William Hernandez Requejo and John L. Graham provide critical tools to help businesspeople take a smart and profitable approach to sensitive negotiations across cultural divides. The authors offer examples from well-known companies such as Toyota, Ford, Intel, AT&T, Rockwell, Boeing, and Wal-Mart, drawing on field research with over 2,000 businesspeople in 21 different cultures. Hernandez Requejo and Graham's combination of practical advice and anecdotes crystallizes in ten key points for overcoming cultural barriers to successful negotiations, laying the groundwork for creative and sustainable commercial relationships around the world."--BOOK JACKET.
Subjects: Management, Social aspects, Negotiation in business, International business enterprises, International trade, Social aspects of International trade, Cultural awareness, International economic relations, Economic development, International business enterprises--management, International trade--social aspects, Hd58.6 .r46 2008, 658.4/052
LC classification: HD58.6 .R46 2008