World-Class Negotiating: Dealmaking in the Global Marketplace

by Donald W. Hendon, Rebecca Angeles Hendon, Donald Wayne Hendon

Presents the skills, tactics, styles, and strategies every negotiator needs to compete in the international marketplace. Based on seminars conducted in 22 countries and packed with real-life examples and fascinating anecdotes, it shows how to negotiate anything, anywhere. Explains the six stages of negotiation and contains a compendium of 73 tactics and countermeasures, including consideration of how differing cultural assumptions affect the negotiation...

• Format: Hardcover
• Language: English
• ISBN: 0471513229
• ISBN13: 9780471513223
• Release Date: July 1990
• Publisher: John Wiley & Sons
• Length: 270 Pages
• Weight: 1.25 lbs.
• Dimensions: 1.0" x 6.3" x 9.4"