Explore
Intercultural Business Negotiations
Jean-Claude Usunier
2019
0 Ungluers have
Faved this Work
Login to Fave
Negotiations occupy a prominent place in the world of business, especially when it comes to international deals. In an increasingly global business environment, understanding and managing cultural differences is key to successful negotiations. This book highlights two basic components of negotiations: the Deal and the Relationship. Countries and cultures place different value and priority on these components both in the negotiation process and in the outcome. Intercultural Business Negotiations provides a guiding framework that is both refined and contextualized and provides managers with the key skills necessary to navigate difficult negotiations where partners may differ in terms of culture, communication style, time orientation, as well as personal and professional backgrounds. The book systematically examines both dispositional and situational aspects of negotiations in interaction with cultural factors. Intercultural Business Negotiations is an accessible resource for managers, leaders, and those interested in or studying business negotiations globally. It is accompanied by an author run companion website containing negotiation simulations, instructions for players, and teaching notes for instructors.
This book is included in DOAB.
Why read this book? Have your say.
You must be logged in to comment.
Rights Information
Are you the author or publisher of this work? If so, you can claim it as yours by registering as an Unglue.it rights holder.Downloads
This work has been downloaded 3 times via unglue.it ebook links.
- 3 - pdf (CC BY-NC-ND) at OAPEN Library.
Keywords
- Brazilian Negotiators
- Business Negotiations
- Contract
- Culture
- Delay Penalties
- Dependence Asymmetry
- Dual Concern Model
- Hardball Tactics
- High Context Communication
- High Power Distance Society
- Ingroup Orientation
- Intercultural communication
- International Business Negotiation
- IT2 Paradigm
- Language
- Negotiation
- Negotiation styles
- Outgroup Orientation
- persuasion tactics
- Post-negotiation
- Prospective Licensee
- relationship-building
- SM
- Tactics
- thema EDItEUR::G Reference, Information and Interdisciplinary subjects::GT Interdisciplinary studies::GTC Communication studies
- thema EDItEUR::J Society and Social Sciences::JM Psychology::JMJ Occupational and industrial psychology
- thema EDItEUR::K Economics, Finance, Business and Management::KJ Business and Management::KJC Business strategy
- thema EDItEUR::K Economics, Finance, Business and Management::KJ Business and Management::KJK International business
- thema EDItEUR::K Economics, Finance, Business and Management::KJ Business and Management::KJU Organizational theory and behaviour
- Tough Strategies
- Uncertainty Avoidance
- Vice Versa
- Winner’s Curse
Links
DOI: 10.4324/9781351268165Editions