Search

"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.

This has become an established text in the international business market for its excellent but concise coverage of the key global issues including the cultural context for global business, cross-border trade and investment, the global monetary system and competition in the global environment.

Negotiation is a core skill used in a variety of personal and commercial settings and can be the key to success. Inventive Negotiation demonstrates how to transform transaction-oriented competitive or integrative bargainers into inventive negotiators that focus on long-term commercial relationships.

Each year American executives make nearly eight million trips overseas for international business. In the process, they leave billions of dollars on the negotiation table. Global Negotiation provides critical tools to help businesspeople save money (and face) when negotiating across cultural divides. Drawing on their more than 50 combined years of experience, as well as extensive field research with over 2000 business people in 21 different cultures, John L. Graham and William Hernández Requejo have discovered how to create long-lasting commercial relationships around the world. The authors provide a rare combination of practical insight and illuminating anecdotes, and offer examples from well-known companies such as Toyota, Ford, Intel, AT&T, Rockwell, Boeing, and Wal-Mart.

Introduction -- Mesozoic depositional evolution -- Cenozoic depositional evolution -- Petroleum habitat.

In Spain's Golden Fleece, Carla Rahn Phillips and William D. Phillips, Jr., offer the first authoritative history of Spain's vital wool industry. They show how wool was crucial both to Spain's domestic income and to the flourishing European textile industries that depended on the incomparable wool of Spanish Merino sheep. The authors begin by offering a broad and longterm look at the growth, dominance, and decline of the herding economy. They explain the components of wool production, from herding to shearing to preparing the wool for market. And they examine the evolution of the woolen textile industry in Spain and the export trade in raw wool.

Negotiation is a core skill used in a variety of personal and commercial settings and can be the key to success. Inventive Negotiation demonstrates how to transform transaction-oriented competitive or integrative bargainers into inventive negotiators that focus on long-term commercial relationships.