International Business Negotiations International Business and Management International Business and Management Series Second Edition by Pervez Ghauri, Professor Jean Claude ISBN 978-0080442921 0080442927

International Business Negotiations  International Business and Management International Business and Management Series Second Edition by Pervez N. Ghauri, Professor Jean-Claude- Ebook PDF Instant Download/Delivery: 978-0080442921, 0080442927
Full download International Business Negotiations  International Business and Management International Business and Management Series Second Edition after payment

Product details: 

ISBN 10:  0080442927

ISBN 13: 978-0080442921

Author:  Pervez N. Ghauri, Professor Jean-Clau

Today there is hardly any company that can claim that it is not involved in international business (IB). A huge body of literature is available on international business, but there are very few publications on the most important aspect of IB, namely negotiations. The purpose of this book is to enhance our understanding about the impact of culture and communication on international business negotiations. Consequently to explore the problems faced by Western managers while doing business abroad and provide some guidelines for international business negotiations. The book is divided in four parts. The first part explains the nature of international business negotiations. The second part deals with culture and its aspect on international business and negotiations. Part three discusses negotiations for different type of businesses and finally, part four provides insightful examples from different parts of the world and provides concrete guidelines to handle cross-cultural negotiations. It focuses on the most important aspect of international business: negotiations!

Table of contents: 

Part I: Introduction

1. A Framework for International Business Negotiations Pervez, N. Ghauri

2. Vis-à-vis: International Business Negotiations John L. Graham

3. Strategies and Tactics in International Business Negotiations Ramond Saner

4. How National Culture, Organizational Culture and Personality Impact Buyer-Seller Interactions Sudhir H. Kalé

Part II: The Impact of Culture on International Business Negotiations

5. Cultural Aspects of International Business Negotiations Jean-Claude Usunier

6. Hofstede’s Dimensions of Culture and their Influence on International Business Negotiations

Geert Hofstede and Jean-Claude Usunier

7. International Multilateral Negotiations and Social Networks R. Bruce Money

8. The Role of Time in International Business Negotiations

Jean-Claude Usunier

9. The Role of Atmosphere in Negotiations

Pervez N. Ghauri

Part III: Negotiating Different Type of Projects

10. Negotiating Sales, Export Transactions and Agency Agreements J. B. McCall

11. Negotiating Licensing Agreements Vernon Parker

12. Bolter Turbines, Inc. Negotiation Simulation John L. Graham

13. Negotiating Mergers and Acquisitions in the European Union Viviane de Beaufort and Alain P. Lempereur

Part IV: Negotiating in Different Parts of the World

14. The IBM-Mexico Microcomputer Investment Negotiations Stephen E. Weiss

15. Negotiating with Eastern and Central Europe Pervez N. Ghauri

16. Business Negotiations between Japanese and Americans

John L. Graham and Yoshihiro Sano

17. Negotiating with the Chinese: A Process View

Pervez N. Ghauri and Tony Fang

Part V: General Guidelines

18. Ethical Aspects of International Business Negotiations

Jean-Claude Usunier

19. Some General Guidelines for Negotiating International Business

Pervez N. Ghauri and Jean-Claude Usunier

People also search for:

    
international business negotiations
    
the impact of cultural differences on international business negotiations
    
identify the true objective of international business negotiations
    
cultural differences in international business negotiations
    
what is a major ethical concern in international business negotiations

Tags: Pervez Ghauri, Professor Jean Clau, International Business Negotiations, Interna, tional Business