TY  - BOOK
AU  - Hendon, Donald W. 
AU  - Hendon, Rebecca Angeles
TI  - Negotiation worldwide: a practical approach 
SN  - 8187233583
AV  - HD58.6 .H46
PY  - 2001///
CY  - New Delhi 
PB  - Infinity Books 
KW  - Negotiation in business
N1  - Part 1. The nature of International Negotiating
Chapter 1. The six stages 
Chapter 2. How to make  concessions
Chapter 3. The ideal negotiator 

Part II Dealing with cultures
Chapter 4. Exercises
Chapter 5. Cultural self-awareness
Chapter 6. Nonverbal communication 

Part III A compendium of Tactics and Countermeasures
Chapter 7. Tactics
Appendix: Favourite tactics of eleven nations 
References 
Index
ER  -