ISBN-10:
0275968030
ISBN-13:
9780275968038
Pub. Date:
09/28/1999
Publisher:
Greenwood Publishing Group, Incorporated
Cross-Cultural Business Negotiations / Edition 1

Cross-Cultural Business Negotiations / Edition 1

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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?)

About the Author

DONALD W. HENDON is President of Business Consultants International, a management consulting and training firm./e Dr. Hendon has been a Professor of Marketing at several universities in the United States, Canada, Australia, and Mexico for over 26 years, and has published several books, including Classic Failures in Product Marketing (Quorum, 1989).

REBECCA ANGELES HENDON is Assistant Professor, Management Information Systems at Azusa Pacific University.

PAUL HERBIG is Assistant Professor of Marketing, the Graduate School of International Trade and Business at Texas A&M International University. Professor Herbig has worked on marketing management and product management with major international corporations, and is widely published in international business. His books include The Innovation Matrix (Quorum, 1994), Innovation Japanese Style (Quorum, 1995), and Marketing Japanese Style (Quorum, 1995).

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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