Research Catalog
International business negotiations
- Title
- International business negotiations / edited Pervez N. Ghauri and Jean-Claude Usunier.
- Publication
- Oxford, U.K. ; Tarrytown, New York : Pergamon, 1996.
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| Status | Format | Access | Call Number | Item Location |
|---|---|---|---|---|
| Text | Use in library | HD58.6 .I58 1996 | Off-site |
Details
- Additional Authors
- Description
- xx, 437 pages; 23 cm.
- Summary
- 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.
- Series Statement
- International business and management series
- Uniform Title
- International business and management series
- Subject
- Negotiation in business
- International trade
- Export marketing
- Joint ventures
- Foreign licensing agreements
- Corporate culture
- Organizational Culture
- joint venture (economic concept)
- Verhandlungsführung
- Management
- Aufsatzsammlung
- Weltwirtschaft
- Internationale handel
- Onderhandelingen
- Internationale marketing
- Bedrijfscultuur
- Négociations (affaires)
- Négociations (affaires) > Études transculturelles
- Commerce international
- Marchés d'exportation
- Accords internationaux sur les licences
- Entreprises communes
- Bibliography (note)
- Includes bibliographical references (p. 409-424) and indexes.
- Contents
- Introduction -- How national culture, organizational culture and personality impact buyer-seller interactions -- A model of the negotiation process with different strategies -- Vis-a-Vis: international business negotiations -- Cultural aspects of international business negotiations -- Hofstede's dimensions of culture and their influence on international business negotiations -- Cross-cultural communication: issues and implications -- The role of time in international business negotiations -- The role of atmosphere in negotiations -- Negotiating sales, export transactions and agency agreements -- Negotiating licensing agreements -- Negotiating international joint ventures -- Project negotiations: an episode in the relationship -- Preparing mergers and acquisitions in the European Union: the asset of cooperative negotiation -- The IBM-Mexico microcomputer investment negotiations -- Negotiating with Eastern and Central Europe -- Business negotiations between Japanese and Americans -- Negotiating with East Asians -- Some general guidelines for negotiating international business.
- ISBN
- 0080427758
- 9780080427751
- LCCN
- 96035060
- OCLC
- ocm35360534
- 35360534
- SCSB-2109685
- Owning Institutions
- Princeton University Library