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Author : Lothar Katz
Publisher : Booksurge Publishing
Page : 478 pages
File Size : 49,60 MB
Release : 2006
Category : Business and politics
ISBN :
Pt. 1. International negotiations. -- Pt. 2. Negotiation techniques used around the world. -- Pt. 3. Negotiate right in any of 50 countries.
Author : Barry Maude
Publisher : Bloomsbury Publishing
Page : 265 pages
File Size : 20,12 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 : 50,43 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 : Pervez N. Ghauri
Publisher : Edward Elgar Publishing
Page : 451 pages
File Size : 14,9 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 : Jeffrey M. Aresty
Publisher : American Bar Association
Page : 858 pages
File Size : 46,43 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 : Robert T. Moran & William G. Stripp
Publisher :
Page : 0 pages
File Size : 23,80 MB
Release : 2004
Category :
ISBN : 9788179922583
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 decision making. It discusses factors such as protocol, the role of an individual in a negotiation and shows you how to use these factors to your advantage to predict and interpret the actions of your foreign counterpart. In addition, the book examines the cultural differences of Europe, Asia, Africa ,South America and demonstrates how you can capitalize on these differences during negotiations.
Author : Jean-Claude Usunier
Publisher : Routledge
Page : 364 pages
File Size : 45,46 MB
Release : 2018-10-08
Category : Business & Economics
ISBN : 1351268147
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 contextualized 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.
Author : Claude Cellich
Publisher : Business Expert Press
Page : 310 pages
File Size : 28,65 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 : Jill E. Rudd
Publisher : SAGE Publications
Page : 289 pages
File Size : 34,98 MB
Release : 2007-03-21
Category : Language Arts & Disciplines
ISBN : 1452215421
"Communication in Global Business Negotiations: A Geocentric Approach presents college-level business and communications majors with a new approach for studying communication and negotiation in international business, using a geocentric cross-disciplinary framework. Chapters cover intercultural communication, provide students with a view of the world and how to negotiate with others from different cultures, and uses practitioners' perspectives to inject real-world case studies and scenarios into the picture. College-level business collections will find this an essential acquisition." —THE MIDWEST BOOK REVIEW "Authors Jill E. Rudd and Diana R. Lawson uniquely integrate communication and international business perspectives to help readers develop a strong understanding of the elements for negotiating an international setting, as well as the skills needed to adapt to the changing environment." —BUSINESS INDIA Presenting a new method for the study of communication and negotiation in international business, this text provides students with the knowledge to conduct negotiations from a geocentric framework. Authors Jill E. Rudd and Diana R. Lawson integrate communication and international business perspectives to help readers develop a strong understanding of the elements necessary for negotiating in a global setting, as well as the skills needed to adapt to the changing environment. This geocentric orientation is an evolution of global learning resulting in effective worldwide negotiation. Key Features: Offers a cross-disciplinary approach: The fields of communication and business are integrated to provide a macro-orientation to global business negotiation. Devotes a chapter to intercultural communication competency: Scales are included to help students assess their potential to become a successful global business negotiators. Provides students with a view of the world in negotiating with others from different cultures: Up-to-date information about current international business contexts gives insight into the challenges experienced by global business negotiators. Discusses alternative dispute resolution: Because of differences in culture and in political structure from one country to another, a chapter is devoted to this growing area of global business negotiation. Presents practitioners' perspectives: These perspectives illustrate the "real world" of global business negotiation and reinforce the importance of understanding cultural differences. Intended Audience: This is an ideal core text for advanced undergraduate and graduate courses such as Negotiation & Conflict Resolution and International Business & Management in the departments of Communication and Business & Management.
Author : S. Tamer Cavusgil
Publisher : Pearson
Page : 0 pages
File Size : 24,35 MB
Release : 2013
Category : International business enterprises
ISBN : 9780132122825
For International Business courses. A concise but thorough review of essential concepts and techniques. The Cavusgil/Knight/Riesenberger author team's new textbook A Framework of International Business concentrates on new realities in international business, emerging markets, and small and medium-sized enterprises.