Cross-Cultural Business Negotiations / Edition 1

Cross-Cultural Business Negotiations / Edition 1

by Donald W. Hendon, Paul Herbig, Rebecca Angeles Hendon
     
 

ISBN-10: 0275968030

ISBN-13: 9780275968038

Pub. Date: 09/28/1999

Publisher: Greenwood Publishing Group, Incorporated

International business negotiations are made more difficult by problems of communications and culture. In order to conduct business outside of one's native culture, it is necessary to understand the style and intent of the business partners, and to learn to deal with culturally based differences. In addition, communications are conducted verbally and non-verbally;…  See more details below

Overview

International business negotiations are made more difficult by problems of communications and culture. In order to conduct business outside of one's native culture, it is necessary to understand the style and intent of the business partners, and to learn to deal with culturally based differences. In addition, communications are conducted verbally and non-verbally; therefore, language barriers are not the only obstacles. The authors show those involved in international business how to conduct their business communications successfully by seeing what is important about the transactions through the eyes of another culture.

Product Details

ISBN-13:
9780275968038
Publisher:
Greenwood Publishing Group, Incorporated
Publication date:
09/28/1999
Edition description:
Reprint
Pages:
272
Product dimensions:
6.06(w) x 9.28(h) x 0.76(d)
Lexile:
1200L (what's this?)

Related Subjects

Table of Contents

Introduction

What—the art of negotiations

Why—international negotiations

Why 2—cross cultural negotiating behavior

How—verbal

How 2—Nonverbal behavior

When—the time

Who—the people

Where—the place

What—the contract

Haggling

Country study—Indonesia

Country study—Germany

Country study—Saudi Arabia

Country study—Hong Kong and China

Country study—Australia

Country study—Philippines

Conclusions—Dos and Don'ts

Reference

Index

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