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[null,"1.","Record Nr.",null,"UNINA9911006670003321"]
[null,null,"Titolo",null,"International business negotiations / / edited by Pervez N. Ghauri, Jean-Claude Usunier"]
[null,null,"Pubbl/distr/stampa",null,"Amsterdam ; ; Boston, : Pergamon, 2003"]
[null,null,"ISBN",null,"1-62870-000-9"]
[{"$nulls":4},"1-280-96790-0"]
[{"$nulls":4},"9786610967902"]
[{"$nulls":4},"0-08-047310-5"]
[null,null,"Edizione",null,"[2nd ed.]"]
[null,null,"Descrizione fisica",null,"1 online resource (545 p.)"]
[null,null,"Collana",null,"International business and management series"]
[null,null,"Disciplina",null,"658.4/052"]
[null,null,"Soggetti",null,"Negotiation in business"]
[{"$nulls":4},"International trade"]
[{"$nulls":4},"Export marketing"]
[{"$nulls":4},"Joint ventures"]
[{"$nulls":4},"Foreign licensing agreements"]
[{"$nulls":4},"Corporate culture"]
[null,null,"Lingua di pubblicazione",null,"Inglese"]
[null,null,"Formato",null,"Materiale a stampa"]
[null,null,null,"Livello bibliografico","Monografia"]
[null,null,null,"Note generali","Description based upon print version of record."]
[null,null,null,"Nota di bibliografia","Includes bibliographical references (p. [481]-507) and indexes."]
[null,null,"Nota di contenuto",null,"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"]
[{"$nulls":4},"Chapter 5: Cultural Aspects of International Business NegotiationsChapter 6: Hofstede's Dimensions of Culture and their Influence on International Business Negotiations; Chapter 7: International Multilateral Negotiations and Social Networks; Chapter 8: The Role of Time in International Business Negotiations; Chapter 9: The Role of Atmosphere in Negotiations; Part II: Negotiating Different Type of Projects; Chapter 10: Negotiating Sales, Export Transactions and Agency Agreements; Chapter 11: Negotiating Licensing Agreements; Chapter 12: Bolter Turbines, Inc. Negotiation Simulation"]
[{"$nulls":4},"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"]
[null,null,null,"Sommario/riassunto","New edition of International Bestseller! Now in paperback!"]