03773nam 22006734a 450 991100667000332120200520144314.01-62870-000-91-280-96790-097866109679020-08-047310-5(CKB)1000000000365321(EBL)288705(OCoLC)476041454(MiAaPQ)EBC288705(MiAaPQ)EBC648839(Au-PeEL)EBL648839(EXLCZ)99100000000036532120030915d2003 uy 0engur|n|---|||||txtrdacontentcrdamediacrrdacarrierInternational business negotiations /edited by Pervez N. Ghauri, Jean-Claude Usunier2nd ed.Amsterdam ;Boston Pergamon20031 online resource (545 p.)International business and management seriesDescription based upon print version of record.0-08-044293-5 Includes bibliographical references (p. [481]-507) and indexes.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 NegotiationsChapter 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 SimulationChapter 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 IndexNew edition of International Bestseller! Now in paperback!International business and management series.Negotiation in businessInternational tradeExport marketingJoint venturesForeign licensing agreementsCorporate cultureNegotiation in business.International trade.Export marketing.Joint ventures.Foreign licensing agreements.Corporate culture.658.4/052Ghauri Pervez N.1948-115808Usunier Jean-Claude107109MiAaPQMiAaPQMiAaPQBOOK9911006670003321International business negotiations4392103UNINA