International business negotiations / / edited by Pervez N. Ghauri, Jean-Claude Usunier
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| Titolo: |
International business negotiations / / edited by Pervez N. Ghauri, Jean-Claude Usunier
|
| Pubblicazione: | Amsterdam ; ; Boston, : Pergamon, 2003 |
| Edizione: | 2nd ed. |
| Descrizione fisica: | 1 online resource (545 p.) |
| Disciplina: | 658.4/052 |
| Soggetto topico: | Negotiation in business |
| International trade | |
| Export marketing | |
| Joint ventures | |
| Foreign licensing agreements | |
| Corporate culture | |
| Altri autori: |
GhauriPervez N. <1948->
UsunierJean-Claude
|
| 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! |
| Titolo autorizzato: | International business negotiations |
| ISBN: | 1-62870-000-9 |
| 1-280-96790-0 | |
| 9786610967902 | |
| 0-08-047310-5 | |
| Formato: | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione: | Inglese |
| Record Nr.: | 9911006670003321 |
| Lo trovi qui: | Univ. Federico II |
| Opac: | Controlla la disponibilità qui |
Serie:
International business and management series.