International Business Negotiations, 2nd Edition / Edition 2

Hardcover (Print)
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Overview

There is no shortage of books on business negotiations, some with an "international" dimension grafted onto them. This volume, by contrast, is designed to meet the need for a comprehensive guide to the complexities and pitfalls specific to international negotiations. It addresses a range of issues such as background factors, the process of negotiation, the role of third parties, problems of cross-cultural communication, and strategies and tactics to be adopted when negotiating in the international arena. Throughout, treatment of these topics is supported by reference to real-life experiences, examples and cases. Underlying the whole text is the Editors' belief that, conducted within a proper systematic framework, such negotiations are a means of building lasting business relationships as opposed to merely completing one-off transactions.

Audience: Students at Masters and MBA levels as an aid in understanding international business negotiations and complexities of doing business abroad.

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Product Details

  • ISBN-13: 9780080442921
  • Publisher: Emerald Group Publishing Limited
  • Publication date: 9/30/2003
  • Series: International Business and Management Series
  • Edition description: REV
  • Edition number: 2
  • Pages: 544
  • Product dimensions: 6.26 (w) x 9.06 (h) x 1.48 (d)

Table of Contents

Series Editor's Preface
Editor's Preface
List of Tables and Figures
The Contributors
1 A Framework for International Business Negotiations 3
2 Vis-a-vis: International Business Negotiations 23
3 Strategies and Tactics in International Business Negotiations 51
4 How National Culture, Organization Culture and Personality Impact Buyer-Seller Interactions 75
5 Cultural Aspects of International Business Negotiations 97
6 Hofstede's Dimensions of Culture and their Influence on International Business Negotiations 137
7 International Multilateral Negotiations and Social Networks 155
8 The Role of Time in International Business Negotiations 171
9 The Role of Atmosphere in Negotiations 205
10 Negotiating Sales, Export Transactions and Agency Agreements 223
11 Negotiating Licensing Agreements 243
12 Bolter Turbines, Inc. Negotiation Simulation 275
13 Negotiating Mergers and Acquisitions in the European Union 291
14 The IBM-Mexico Microcomputer Investment Negotiations 327
15 Negotiating with Eastern and Central Europe 363
16 Business Negotiations between Japanese and Americans 393
17 Negotiating with the Chinese: A Process View 411
18 Ethical Aspects of International Business Negotiations 437
19 Some General Guidelines for Negotiating International Business 461
References 481
Author Index 509
Subject Index 515
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