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Intercultural business negotiations : deal-making or relationship building?

By: Usunier, Jean-Claude, 1951-
Material type: BookPublisher: Abingdon Oxon : Routledge, Taylor & Francis Group, c2019.Description: x, 364 p. : ill. ; 25 cm.ISBN: 9781138577022; 9781138577015Subject(s): Negotiation in business | Intercultural communication | Business communication | Conflict management | International tradeDDC classification: 658.4052 US IN
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.
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Item type Home library Call number Status Notes Date due Barcode Item holds
REGULAR University of Wollongong in Dubai
Main Collection 		658.4052 US IN (Browse shelf) Available Apr2020 T0064401
Total holds: 0

Includes bibliographical references (pages 332-351) and indexes.

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.

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.

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