International Business Negotiations

Book details for International Business Negotiations

Series: International Business & Management 

Edition: 2nd Revised edition

Contributor(s): Pervez N. Ghauri (editor), Jean-Claude Usunier (editor),

Format: Hardback, 225 x 150 x 38mm , 544 pp, bibliographical references, index

Publication date: 30 Sep 2003

Imprint: Pergamon Press

ISBN: 9780080442921

Price: £90.95

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Synopsis

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 to explore the problems faced by Western managers while doing business abroad and provide some guidelines for international business negotiations. The book is divided in four parts. The first part explains the nature of international business negotiations. The second part deals with culture and its aspect on international business and negotiations. Part three discusses negotiations for different type of businesses and finally, part four provides insightful examples from different parts of the world and provides concrete guidelines to handle cross-cultural negotiations.

Contents

A framework for international business negotiations. The Impact of Culture on International Business Negotiations. Negotiating Different Type of Projects. Negotiating in Different Parts of the World. General Guidelines.