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Author : Robert T. Moran
Publisher : Routledge
Page : 272 pages
File Size : 25,61 MB
Release : 1991
Category : Business & Economics
ISBN :
Providing proven negotiating techniques for conducting business in the international arena, this guide offers specific solutions to the challenges facing American businesses involved in world trade.
Author : Robert T. Moran & William G. Stripp
Publisher :
Page : 264 pages
File Size : 24,69 MB
Release : 1997-01-01
Category :
ISBN : 9788172246280
Dynamics of Successful International Business Negotiations is an invaluable tool for developing new approaches of negotiations from diverse cultural background. It presents an array of cultural variables that influence a negotiator s behaviour and decisio
Author : Barry Maude
Publisher : Bloomsbury Publishing
Page : 265 pages
File Size : 29,4 MB
Release : 2020-04-10
Category : Business & Economics
ISBN : 1350305162
Expertly blending theory and practice, this accessible and up-to-date textbook offers a clear and comprehensive introduction to international business negotiation. The book draws on the practical experiences of managers, consultants and entrepreneurs who have successfully conducted business negotiations around the world, offering practical and realistic guidelines for improving negotiation practice in a wide range of international and cross-cultural contexts. It covers the key negotiation theories, concepts, strategies and practices needed to succeed in contemporary business negotiations. Thoroughly updated throughout, this edition contains new content on ethical, cross-border M&A, and international joint ventures negotiations. With engaging pedagogy and rigorous coverage of key theories and research findings, this textbook is an essential companion for modules in negotiation and international negotiation at undergraduate, postgraduate and MBA modules. It is also suitable for managers and practitioners who are interested in, or participate in, international negotiation.
Author : Pervez N. Ghauri
Publisher : Emerald Group Publishing
Page : 548 pages
File Size : 42,38 MB
Release : 2003-09-30
Category : Business & Economics
ISBN : 9780080442938
Provides an understanding about the impact of culture and communication on international business negotiations. This work explores the problems faced by Western managers while doing business abroad and offers guidelines for international business negotiations. It also focuses on an important aspect of international business: negotiations.
Author : Claude Cellich
Publisher : Business Expert Press
Page : 310 pages
File Size : 48,88 MB
Release : 2020-12-24
Category : Business & Economics
ISBN : 1952538793
Practical and user friendly, the author describes all the key elements needed to negotiate deals that are doable, profitable, and sustainable. Based on decades of teaching and consultancies around the world, the author provides a useful guide for business executives operating in today’s digitalized global economy. This latest edition will help readers enhance their preparation, anticipate objections, create value for tangibles/intangibles, and avoid cultural blunders to reach mutually beneficial outcomes. By sharpening negotiation skills, business executives will be able to interact more effectively with their counterparts in the fast changing global business environment and the rising influence of third parties. Practical and user friendly, the author describes all the key elements needed to negotiate deals that are doable, profitable, and sustainable.
Author : Pervez N. Ghauri
Publisher : Edward Elgar Publishing
Page : 451 pages
File Size : 18,43 MB
Release : 2020-10-30
Category : Business & Economics
ISBN : 1788978382
This insightful new textbook provides comprehensive coverage of the theories and practices key to negotiating business deals in the twenty-first century. Employing a holistic framework, it offers an understanding of the factors that influence the negotiation process, the challenges associated with negotiating across borders and the strategies used by negotiators.
Author : Marc Helmold
Publisher : Springer Nature
Page : 366 pages
File Size : 39,26 MB
Release : 2020-01-21
Category : Social Science
ISBN : 303033483X
This book describes how international negotiations can be conducted in a structured, professional and effective manner. It also offers recommendations based on examples of successful negotiations from both economically leading countries such as the USA, China and Japan, as well as smaller countries such as the Netherlands, Israel and Morocco. Providing practically relevant experiences from middle and top management positions in different business sectors, the contributors focus on all elements of negotiations, spanning from preparation, execution, strategies and tactics to non-verbal communication and psychological factors. Moreover, the chapters offer detailed introductions to more than 25 countries around the globe, which can be used as a reference guide to doing business in the specific contexts.
Author : Jeffrey M. Aresty
Publisher : American Bar Association
Page : 858 pages
File Size : 20,53 MB
Release : 2000
Category : Business & Economics
ISBN :
This volume guides you through the general legal and cultural issues that can arise during international business negotiations. It contains a combination of general theory, practical strategies and guidance to help the reader in dealings with 24 different jurisdictions around the world.
Author : Michael Kublin
Publisher : Psychology Press
Page : 190 pages
File Size : 16,25 MB
Release : 1995
Category : Business & Economics
ISBN :
Here is a framework for understanding new negotiating environments. International Negotiating covers the entire international business negotiating process, beginning with the initial planning and preparation that precede face-to-face meetings. In today's global economy, cross-cultural expertise limited to one country is no longer sufficient. An international businessperson must be able to negotiate effectively with people from many different parts of the world. The book does not focus on one individual country or region, but rather upon those negotiating challenges and situations that recur from one country to the next. It identifies negotiating skills that are transferable across cultures and borders and offers suggestions on how to improve these skills. International Negotiating is designed for individuals seeking a practical rather than a theoretical approach to international business negotiating. The book provides readers with the kinds of questions to which they should seek answers and contains guidelines for effective negotiating. It includes plenty of suggestions, but few injunctions--no foolproof recipes, ironclad rules, or pat principles of behavior. International Negotiating enables readers to identify and assimilate culturally specific information quickly because they will understand the underlying dynamics of intercultural business negotiating. Chapters discuss many pertinent topics, including: the importance of research and planning to the negotiating process the sequence and pace of the steps involved in negotiating (i.e., Does socialization take place before negotiations, after, or never?) the relevance and importance of oral vs. written contracts the importance of identifying the person who has the power to make decisions the personalization of business transferable skills, such as using interpreters and translators, monitoring and mirroring behavior, asking questions, and being tentative in making judgments and conclusions To be successful in international negotiations, individuals must have both negotiating skills and an understanding of the foreign culture with which they are working. International Negotiating is a tool with which readers can improve these crucial areas. It is an illuminating and helpful guide for those involved in international business ventures with persons from outside the United States.
Author : Camille Passler Schuster
Publisher :
Page : 264 pages
File Size : 12,8 MB
Release : 1996
Category : Export marketing
ISBN :
Written for undergraduates, graduate students and executives in training. Global Business is a useful tool for anyone involved in business or government transactions with someone from another country. The text offers a solid foundation for building a successful global strategy by showing how a business person can modify their approach and communication to be effective outside their own culture. Can also be used as a supplement for an international business, international marketing, or business strategy (policy) course. Since national and international diplomacy isn't the same as cutting a business deal, this text is written from a business rather than diplomatic perspective. Theory and examples are brought together, equipping students to prepare themselves to analyze new situations. Students are taught how to prepare before the sale or negotiation, anticipate difficulties, and develop appropriate contingency plans. Guidelines and models used in the text illustrate the challenges of working across cultural boundaries to meet business objectives.