Intercultural business negotiations : (Record no. 37534)
[ view plain ]
| LIBRARY OF CONGRESS CONTROL NUMBER | |
|---|---|
| LC control number | 2018022750 |
| INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9781138577022 |
| INTERNATIONAL STANDARD BOOK NUMBER | |
| International Standard Book Number | 9781138577015 |
| DEWEY DECIMAL CLASSIFICATION NUMBER | |
| Call number | 658.4052 US IN |
| MAIN ENTRY--PERSONAL NAME | |
| Authors | Usunier, Jean-Claude, |
| Dates | 1951- |
| TITLE STATEMENT | |
| Title | Intercultural business negotiations : |
| Subtitle | deal-making or relationship building? |
| Statement of responsibility, etc | Jean-Claude Usunier |
| PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) | |
| Place of publication | Abingdon Oxon : |
| Publisher | Routledge, Taylor & Francis Group, |
| Date | c2019. |
| PHYSICAL DESCRIPTION | |
| Extent | x, 364 p. : |
| Other Details | ill. ; |
| Size | 25 cm. |
| CONTENTS | |
| Contents | Calculative vs relational rationality in intercultural business negotiations Deal and/or relationship. A cultural perspective on deal-making versus relationship-building Quandaries in negotiation: dilemmas, conflicts, and disputes in ICBN Cultural time orientations in negotiation People and processes Intercultural communication for business negotiations Negotiation styles: gender, personality, profession, and organization. The intercultural business negotiation process. ICBN strategies and tactics Agreements, ethics, and styles in ICBN Negotiating different types of ICNB contracts. Ethical issues in intercultural business negotiations. Some elements of the national style of business negotiations Recommendations for active cross-cultural business negotiations Index. |
| SUMMARY | |
| Summary | 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. |
| SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical Heading | Negotiation in business |
| SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical Heading | Intercultural communication |
| SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical Heading | Business communication |
| SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical Heading | Conflict management |
| SUBJECT ADDED ENTRY--TOPICAL TERM | |
| Topical Heading | International trade |
| MAIN ENTRY--PERSONAL NAME | |
| -- | 34657 |
| SUBJECT ADDED ENTRY--TOPICAL TERM | |
| -- | 6864 |
| SUBJECT ADDED ENTRY--TOPICAL TERM | |
| -- | 721 |
| SUBJECT ADDED ENTRY--TOPICAL TERM | |
| -- | 176 |
| SUBJECT ADDED ENTRY--TOPICAL TERM | |
| -- | 441 |
| SUBJECT ADDED ENTRY--TOPICAL TERM | |
| -- | 504 |
| Lost status | Source of classification or shelving scheme | Damaged status | Not for loan | Permanent location | Current location | Shelving location | Date acquired | Source of acquisition | Full call number | Barcode | Date last seen | Price effective from | Koha item type | Public note |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
| University of Wollongong in Dubai | University of Wollongong in Dubai | Main Collection | 2020-03-02 | AMAUK | 658.4052 US IN | T0064401 | 2021-07-27 | 2020-02-13 | REGULAR | Apr2020 |