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Intercultural Business Negotiations
Deal-Making or Relationship Building
Book Hero Magic crafted this summary to help describe this book. While it's new and still
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Summary
This accessible guide systematically analyses the interplay of personal traits, situational factors, and cultural dimensions affecting negotiation outcomes. It also includes practical resources via a companion website with simulations and teaching materials.
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Format: Hardback
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Intercultural Business Negotiations
$37600
Unit price
/
Unavailable
Book Hero Magic created this recommendation. While it's new and still learning, it may not be perfect - your feedback is welcome! IS THIS YOUR NEXT READ?
Ideal for business managers, leaders, and students engaged in global negotiations. Also suited for educators seeking comprehensive teaching tools on intercultural business interactions.
Intercultural Business Negotiations is an accessible resource for managers, leaders and those interested in or studying business negotiations globally. It is accompanied by an author run companion website containing negotiation simulations, instructions for players and teaching notes for instructors.
Book Hero Magic formatted this description to make it easier to read. While it's new and
still learning, it may not be perfect - your
feedback is welcome!
Description
Negotiations occupy a prominent place in the world of business, especially when it comes to international deals. In an increasingly global business environment, understanding and managing cultural differences is key to successful negotiations.
This book highlights two basic components of negotiations: the Deal and the Relationship. Countries and cultures place different value and priority on these components both in the negotiation process and in the outcome. Intercultural Business Negotiations provides a guiding framework that is both refined and contextualised and provides managers with the key skills necessary to navigate difficult negotiations where partners may differ in terms of culture, communication style, time orientation, as well as personal and professional backgrounds. The book systematically examines both dispositional and situational aspects of negotiations in interaction with cultural factors.
Intercultural Business Negotiations is an accessible resource for managers, leaders, and those interested in or studying business negotiations globally. It is accompanied by an author-run companion website containing negotiation simulations, instructions for players, and teaching notes for instructors.
Book Details
INFORMATION
ISBN: 9781138577022
Publisher: Taylor & Francis Ltd
Format: Hardback
Date Published: 25 September 2018
Country: United Kingdom
Imprint: Routledge
Illustration: 18 Tables, black and white; 13 Line drawings, black and white; 13 Illustrations, black and white
Audience: Tertiary education, Professional and scholarly
DIMENSIONS
Width: 156.0mm
Height: 234.0mm
Weight: 850g
Pages: 364
About the Author
Jean-Claude Usunier is Emeritus Professor in the Faculty of Business and Economics at the University of Lausanne, Switzerland. He has more than 30 years’ experience in cultural and linguistic aspects of international marketing, intercultural business negotiations, and comparative management and has published 15 books and many research articles in international journals.
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