Additional information
by Claude Cellich (Author)
Practical and user friendly, the author describes all the key elements needed to negotiate deals that are doable, profitable, and sustainable.
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.
Author Biography
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, Ecole, Nationale d'Administration (ENA), Paris School of Management, the University of Economics in Prague and Anahuac University in Mexico and carried out consultancies to trade promotion organizations. Prior to joining academia, he held diplomatic positions in Geneva and India with extensive field experience in Africa, the Middle East and Asia with the International Trade Centre, the joint agency of the World Trade Organization and the United Nations. He has coauthored textbooks on business negotiations, global trade, and trade promotion strategies. He holds graduate degrees in economics and business administration from the University of Detroit, recipient of honorary degrees and the 75th Medal of Excellence from the Helsinki School of Economics.
