Intercultural Business Negotiations: Deal-Making Or Relationship Building

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 icbn contracts -- Ethical issues in intercultural business negotiations -- Some elements of the national style of business negotiations -- Recommendations for effective intercultural business negotiations -- Index

• • Author: Jean-Claude Usunier
• • Publisher: Routledge
• • Publication Date: Oct 01, 2018
• • Number of Pages: 364 pages
• • Language: English
• • Binding: Paperback
• • ISBN-10: 1138577014
• • ISBN-13: 9781138577015