Annotated Bibliography: International Business and the Global Economy
Cellich, Claude, and Subhash Jain. Global Business Negotiations: A Practical Guide
OH: South-Western, 2004.
In this book, economist Claude Cellich and Marketing Professor Dr. Jain Subhash discuss
the imperativeness of proper communication, and relationships, cultural acceptances, and
language barriers in global business negotiations.
According to amazon.com, their book is award
winning in business literature, amongst journals, periodicals and other books.
systematic approach, they offer the reader a wealth of logical strategies to improve international
relations amongst businesses and corporations, deal with cultural barriers, resolve marketplace
disputes and come to agreements in a globally competitive economy.
Cellish and Subhash write
for young entrepreneurs and older, middle aged businessmen alike who wish to take their
corporations to other countries.
A broad spectrum, they cater to the mid-twenty year old to the
mid-fifty year old audience.
In the book, they first depict the role of culture in cross-border
They present the reader with the effects of culture on negotiation, and then place
an emphasis on the understanding of others’ cultures and how to cope with them to improve
negotiations in business.
Secondly, Cellich and Subhash then demonstrate many different
negotiating styles for the culturally impaired American – and how to choose one.
the authors attempt to dissect the rhetoric involved in overseas business negotiations, such as
(but not limited to):
knowing one’s position, knowing the other side’s position, knowing the
competition, developing strategies and tactics, etc.
After presenting ways to break down cultural
barriers and how to use rhetoric to capitalize on overseas negotiations, the authors emphasize on
the acting or doing of the negotiations: making the first offer, how to influence negotiations, or
common concerns or worries.
Amidst the negotiations, Cellich and offer tactics to sack the
negotiation or make a sale, from an international perspective.
After presenting their multi-tiered