International Business Negotiations, 2nd Edition / Edition 2

Hardcover (Print)
Used and New from Other Sellers
Used and New from Other Sellers
from $258.75
Usually ships in 1-2 business days
Other sellers (Hardcover)
  • All (1) from $258.75   
  • New (1) from $258.75   
Sort by
Page 1 of 1
Showing All
Note: Marketplace items are not eligible for any coupons and promotions
Seller since 2008

Feedback rating:



New — never opened or used in original packaging.

Like New — packaging may have been opened. A "Like New" item is suitable to give as a gift.

Very Good — may have minor signs of wear on packaging but item works perfectly and has no damage.

Good — item is in good condition but packaging may have signs of shelf wear/aging or torn packaging. All specific defects should be noted in the Comments section associated with each item.

Acceptable — item is in working order but may show signs of wear such as scratches or torn packaging. All specific defects should be noted in the Comments section associated with each item.

Used — An item that has been opened and may show signs of wear. All specific defects should be noted in the Comments section associated with each item.

Refurbished — A used item that has been renewed or updated and verified to be in proper working condition. Not necessarily completed by the original manufacturer.


Ships from: Chicago, IL

Usually ships in 1-2 business days

  • Standard, 48 States
  • Standard (AK, HI)
Page 1 of 1
Showing All
Sort by


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.

Read More Show Less

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
Read More Show Less

Customer Reviews

Be the first to write a review
( 0 )
Rating Distribution

5 Star


4 Star


3 Star


2 Star


1 Star


Your Rating:

Your Name: Create a Pen Name or

Barnes & Review Rules

Our reader reviews allow you to share your comments on titles you liked, or didn't, with others. By submitting an online review, you are representing to Barnes & that all information contained in your review is original and accurate in all respects, and that the submission of such content by you and the posting of such content by Barnes & does not and will not violate the rights of any third party. Please follow the rules below to help ensure that your review can be posted.

Reviews by Our Customers Under the Age of 13

We highly value and respect everyone's opinion concerning the titles we offer. However, we cannot allow persons under the age of 13 to have accounts at or to post customer reviews. Please see our Terms of Use for more details.

What to exclude from your review:

Please do not write about reviews, commentary, or information posted on the product page. If you see any errors in the information on the product page, please send us an email.

Reviews should not contain any of the following:

  • - HTML tags, profanity, obscenities, vulgarities, or comments that defame anyone
  • - Time-sensitive information such as tour dates, signings, lectures, etc.
  • - Single-word reviews. Other people will read your review to discover why you liked or didn't like the title. Be descriptive.
  • - Comments focusing on the author or that may ruin the ending for others
  • - Phone numbers, addresses, URLs
  • - Pricing and availability information or alternative ordering information
  • - Advertisements or commercial solicitation


  • - By submitting a review, you grant to Barnes & and its sublicensees the royalty-free, perpetual, irrevocable right and license to use the review in accordance with the Barnes & Terms of Use.
  • - Barnes & reserves the right not to post any review -- particularly those that do not follow the terms and conditions of these Rules. Barnes & also reserves the right to remove any review at any time without notice.
  • - See Terms of Use for other conditions and disclaimers.
Search for Products You'd Like to Recommend

Recommend other products that relate to your review. Just search for them below and share!

Create a Pen Name

Your Pen Name is your unique identity on It will appear on the reviews you write and other website activities. Your Pen Name cannot be edited, changed or deleted once submitted.

Your Pen Name can be any combination of alphanumeric characters (plus - and _), and must be at least two characters long.

Continue Anonymously

    If you find inappropriate content, please report it to Barnes & Noble
    Why is this product inappropriate?
    Comments (optional)