Cross-Cultural Business Negotiations / Edition 1 available in Paperback
- Pub. Date:
- Greenwood Publishing Group, Incorporated
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
Whatthe art of negotiations
Why 2cross cultural negotiating behavior
How 2Nonverbal behavior
Country studySaudi Arabia
Country studyHong Kong and China
ConclusionsDos and Don'ts