Creative Solutions to Global Business Negotiations, Third Edition


Based on decades of teaching and consultancies around the world, the author provides a useful guide for business executives operating in today’s digitalized global economy. This latest edition will help readers enhance their preparation, anticipate objections, create value for tangibles/intangibles, and avoid cultural blunders to reach mutually beneficial outcomes. By sharpening negotiation skills, business executives will be able to interact more 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.

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About the Author(s)

Claude Cellich

Claude Cellich is currently vice president for external relations at the International University in Geneva. Over the years, he has lectured at the Institut International d’Administratiom Publique, Ec…

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Pub Date

December 31, 2020





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