Editors:
- Introduces a variety of approaches to conduct successful business negotiations
- Includes specific recommendations for 25 countries around the world with detailed examples
- Emphasizes important cross-cultural aspects for negotiating and deal making
Part of the book series: Management for Professionals (MANAGPROF)
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Table of contents (22 chapters)
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Front Matter
About this book
Editors and Affiliations
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IUBH Internationale Hochschule, Berlin, Germany
Marc Helmold, Florian Hummel, Jan Pieper
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Holzkirchen, Germany
Tracy Dathe
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Regent's University London, London, UK
Brian Terry
About the editors
Marc Helmold is a professor at the iubh International University (IUBH) at the campus in Berlin. He teaches Bachelor, Master and M.B.A. students in negotiations in the international context, performance management and supply chain management. From 2010 until 2017 he had several positions as the head of supply chain management and procurement in the market leader in the railway industry. In 2016 he has been appointed professor at the iubh in Berlin.
Tracy Dathe is a freelance business advisor and lecturer in the fields of financial management and international communication. She owes her expertise in international cooperation not least to her practical experience in the industry. From 2012 to 2016, as CFO of an automotive spare part manufacturer, she was responsible for general commercial management at the German headquarter, as well as for the subsidiaries in China, France, Italy, Sweden, the Czech Republic, Turkey and the USA.
Brian Terry is an academic at Regent's University London and director at his own management consultancy. His expertise lies in supply chain management, IT and business process outsourcing. He has worked throughout the world, including North and South America, Western Europe, Japan and Australia.
Jan Pieper is a professor of business economics & FDI advisor at the iubh university. He received his PhD in economics at Zürich University.
Bibliographic Information
Book Title: Successful International Negotiations
Book Subtitle: A Practical Guide for Managing Transactions and Deals
Editors: Marc Helmold, Tracy Dathe, Florian Hummel, Brian Terry, Jan Pieper
Series Title: Management for Professionals
DOI: https://doi.org/10.1007/978-3-030-33483-3
Publisher: Springer Cham
eBook Packages: Literature, Cultural and Media Studies, Literature, Cultural and Media Studies (R0)
Copyright Information: Springer Nature Switzerland AG 2020
Hardcover ISBN: 978-3-030-33482-6Published: 22 January 2020
Softcover ISBN: 978-3-030-33485-7Published: 22 January 2021
eBook ISBN: 978-3-030-33483-3Published: 21 January 2020
Series ISSN: 2192-8096
Series E-ISSN: 2192-810X
Edition Number: 1
Number of Pages: XX, 354
Number of Illustrations: 2 b/w illustrations, 111 illustrations in colour
Topics: Global/International Culture, Cross-Cultural Management, Emerging Markets/Globalization, Organizational Studies, Economic Sociology, Management, Cultural Management