International business negotiations / / edited by Pervez N. Ghauri, Jean-Claude Usunier

• Record Nr.: UNINA9911006670003321
• Pubbl/distr/stampa: Amsterdam ; ; Boston, : Pergamon, 2003
• ISBN: 1-62870-000-9; 1-280-96790-0; 9786610967902; 0-08-047310-5
• Edizione: [2nd ed.]
• Descrizione fisica: 1 online resource (545 p.)
• Collana: International business and management series
• Altri autori (Persone): GhauriPervez N. <1948->; UsunierJean-Claude
• Disciplina: 658.4/052
• Soggetti: Negotiation in business; International trade; Export marketing; Joint ventures; Foreign licensing agreements; Corporate culture
• Lingua di pubblicazione: Inglese
• Formato: Materiale a stampa
• Livello bibliografico: Monografia
• Note generali: Description based upon print version of record.
• Nota di bibliografia: Includes bibliographical references (p. [481]-507) and indexes.
• Nota di contenuto: 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; Chapter 5: Cultural Aspects of International Business NegotiationsChapter 6: Hofstede's Dimensions of Culture and their Influence on International Business Negotiations; Chapter 7: International Multilateral Negotiations and Social Networks; Chapter 8: The Role of Time in International Business Negotiations; Chapter 9: The Role of Atmosphere in Negotiations; Part II: Negotiating Different Type ; of Projects; Chapter 10: Negotiating Sales, Export Transactions and Agency Agreements; Chapter 11: Negotiating Licensing Agreements; Chapter 12: Bolter Turbines, Inc. Negotiation Simulation; Chapter 13: Negotiating Mergers and Acquisitions in the European UnionPart IV: Negotiating in Different Parts of the World; Chapter 14: The IBM-Mexico Microcomputer Investment Negotiations; Chapter 15: Negotiating with East and Central Europe; Chapter 16: Business Negotiations Between Japanese and Americans; Chapter 17: Negotiating with the Chinese: A Process View; Part V: General Guidelines; Chapter 18: Ethical Aspects of International Business Negotiations; Chapter 19: Some General Guidelines for Negotiating International Business; References; Author Index; Subject Index
• Sommario/riassunto: New edition of International Bestseller! Now in paperback!