International business negotiations

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 enhan...

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Bibliographic Details
Other Authors Ghauri, Pervez N., 1948-, Usunier, Jean-Claude
Format Electronic eBook
LanguageEnglish
Published Amsterdam ; Boston : Pergamon, 2003.
Edition2nd ed.
SeriesInternational business and management series.
Subjects
Negotiation in business.
International trade.
Export marketing.
Joint ventures.
Foreign licensing agreements.
Corporate culture.
elektronické knihy
electronic books
Online AccessFull text
ISBN9780080473109
0080473105
9781628700008
1628700009
9781280967900
1280967900
9786610967902
6610967903
0080442927
0080442935
9780080442921
9780080442938
Physical Description1 online resource (xxii, 522 pages) : illustrations

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Table of Contents:
  • Cover; International Businsess Negotiations (2nd edition); Contents; Series Editor's Preface; Editor's Preface; List of Tables and Figures; The Contributors; Part I: Introduction; Chapter 1: A Framework for International Business Negotiations; Chapter 2: Vis-a-vis: International Business Negotiations; Chapter 3: Strategies and Tactics in International Business Negotiations; Chapter 4: How national Culture, Organizational Culture and Personality Impact Buyer-Seller Interactions; Part II: The Impact of Culture on International Business Negotiations.

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