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International business negotiations

Author: Pervez N Ghauri; Jean-Claude Usunier
Publisher: Amsterdam ; Boston : Pergamon, 2003.
Series: International business and management series.
Edition/Format:   Print book : English : 2nd edView all editions and formats
Summary:
Today there is hardly any company that can claim that it is not involved in international business (IB). A huge body of literature is available on international business, but there are very few publications on the most important aspect of IB, namely negotiations. The purpose of this book is to enhance our understanding about the impact of culture and communication on international business negotiations. Consequently  Read more...
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Genre/Form: Aufsatzsammlung
Material Type: Internet resource
Document Type: Book, Internet Resource
All Authors / Contributors: Pervez N Ghauri; Jean-Claude Usunier
ISBN: 0080442927 9780080442921 0080442935 9780080442938
OCLC Number: 53044943
Description: xxii, 522 pages : illustrations ; 24 cm.
Contents: 1. A Framework for International Business Negotiations / Pervez N. Ghauri --
2. Vis-a-vis: International Business Negotiations / John L. Graham --
3. Strategies and Tactics in International Business Negotiations / Ramond Saner --
4. How National Culture, Organization Culture and Personality Impact Buyer-Seller Interactions / Sudhir H. Kale --
5. Cultural Aspects of International Business Negotiations / Jean-Claude Usunier --
6. Hofstede's Dimensions of Culture and their Influence on International Business Negotiations / Geert Hofstede and Jean-Claude Usunier --
7. International Multilateral Negotiations and Social Networks / R. Bruce Money --
8. The Role of Time in International Business Negotiations / Jean-Claude Usunier.
Series Title: International business and management series.
Responsibility: edited by Pervez N. Ghauri, Jean-Claude Usunier.
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Abstract:

Provides an understanding about the impact of culture and communication on international business negotiations. This work explores the problems faced by Western managers while doing business abroad  Read more...

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