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Intercultural business negotiations : deal-making or relationship building? / Jean-Claude Usunier

By: Resource type: Ressourcentyp: Buch (Online)Book (Online)Language: English Publisher: London : Routledge, 2019Edition: First editionDescription: 1 Online-Ressource (1 online resource)ISBN:
  • 9781351268165
  • 9781351268141
Subject(s): Additional physical formats: 9781138577022 | 9781138577015 | Erscheint auch als: Intercultural business negotiations. Druck-Ausgabe London : Routledge, 2019. x, 364 SeitenDDC classification:
  • 658.4/052
RVK: RVK: AP 14450 | QP 305LOC classification:
  • HD58.6
Online resources: Summary: 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 -- IndexPPN: PPN: 1040000428Package identifier: Produktsigel: ZDB-4-NLEBK
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