×

Uh-oh, it looks like your Internet Explorer is out of date.

For a better shopping experience, please upgrade now.

Marketing by Agreement: A Cross-Cultural Approach to Business Negotiations
     

Marketing by Agreement: A Cross-Cultural Approach to Business Negotiations

by J.B. B. McCall, M. B. Warrington
 

Shows how to make newly developed planning and strategic marketing concepts work, featuring an international, cross-cultural perspective. This Second Edition includes a new chapter on intra-organizational dynamics, as well as a greater number of examples from American and European markets. Part I discusses factors that affect the outcome of negotiations and

Overview

Shows how to make newly developed planning and strategic marketing concepts work, featuring an international, cross-cultural perspective. This Second Edition includes a new chapter on intra-organizational dynamics, as well as a greater number of examples from American and European markets. Part I discusses factors that affect the outcome of negotiations and presents a ''negotiations skills model'' to gauge negotiations performance. Part II describes application of these concepts to sales purchase, agency/distributorship, licensing, and joint venture agreements.

Product Details

ISBN-13:
9780471904618
Publisher:
Wiley, John & Sons, Incorporated
Publication date:
11/01/1984
Pages:
284

Customer Reviews

Average Review:

Post to your social network

     

Most Helpful Customer Reviews

See all customer reviews