International Business Negotiations, 2nd Edition / Edition 2

International Business Negotiations, 2nd Edition / Edition 2

by J-C. Usunier P. Ghauri
     
 

ISBN-10: 0080442927

ISBN-13: 9780080442921

Pub. Date: 09/30/2003

Publisher: Emerald Group Publishing Limited

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…  See more details below

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.

Product Details

ISBN-13:
9780080442921
Publisher:
Emerald Group Publishing Limited
Publication date:
09/30/2003
Series:
International Business and Management Series
Edition description:
REV
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
1A Framework for International Business Negotiations3
2Vis-a-vis: International Business Negotiations23
3Strategies and Tactics in International Business Negotiations51
4How National Culture, Organization Culture and Personality Impact Buyer-Seller Interactions75
5Cultural Aspects of International Business Negotiations97
6Hofstede's Dimensions of Culture and their Influence on International Business Negotiations137
7International Multilateral Negotiations and Social Networks155
8The Role of Time in International Business Negotiations171
9The Role of Atmosphere in Negotiations205
10Negotiating Sales, Export Transactions and Agency Agreements223
11Negotiating Licensing Agreements243
12Bolter Turbines, Inc. Negotiation Simulation275
13Negotiating Mergers and Acquisitions in the European Union291
14The IBM-Mexico Microcomputer Investment Negotiations327
15Negotiating with Eastern and Central Europe363
16Business Negotiations between Japanese and Americans393
17Negotiating with the Chinese: A Process View411
18Ethical Aspects of International Business Negotiations437
19Some General Guidelines for Negotiating International Business461
References481
Author Index509
Subject Index515

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