Jean-Claude Usunier

Intercultural Business Negotiations

Deal-Making or Relationship Building

• Gebundenes Buch

Produktbeschreibung

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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Produktdetails

• Verlag: Routledge
• Seitenzahl: 376
• Erscheinungstermin: 25. September 2018
• Englisch
• Abmessung: 240mm x 161mm x 25mm
• Gewicht: 728g
• ISBN-13: 9781138577022
• ISBN-10: 1138577022
• Artikelnr.: 54400514

Autorenporträt

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.

Inhaltsangabe

Preface
Part one - Calculative vs Relational rationality in Intercultural Business Negotiations
Chapter 1 - Deal and/or Relationship
Chapter 2 - A Cultural Perspective on Deal-Making versus Relationship-Building
Chapter 3 - Quandaries in negotiation: Dilemmas
Conflicts
and Disputes in ICBN
Chapter 4 - Cultural Time Orientations in Negotiation
Part two - People and Processes
Chapter 5 - Intercultural Communication for business Negotiations
Chapter 6 - Negotiation styles: Gender
Personality
Profession
and Organization
Chapter 7 - The Intercultural Business Negotiation Process
Chapter 8 - ICBN strategies and tactics
Part three - Agreements
Ethics
and Styles in ICBN
Chapter 9 - Negotiating different types of ICBN contracts
Chapter 10 - Ethical Issues in Intercultural Business Negotiations
Chapter 11 - Some elements of the national style of business negotiations
Recommendations for effective intercultural business negotiations
Index