02238    a2200397   450000500170000000800410001702000220005803700360008004000070011604100080012307200150013107200150014607200150016107200150017607200150019107200130020607200130021907200130023207200130024507200130025807200210027107200210029207200210031307200210033407200210035507200210037607200210039707200200041810000290043824500780046725000060054526000320055130000100058352012300059399900170182320250526161929.0250430042018GB        26           eng    a9781138577015qBC  bTaylor & FranciscGBP 52.99fBB  a01  aeng7 aKJK2thema7 aKJC2thema7 aGTC2thema7 aKJU2thema7 aJMJ2thema7 aKJK2bic7 aKJC2bic7 aGTC2bic7 aKJU2bic7 aJMJ2bic7 aBUS0000002bisac7 aBUS0070002bisac7 aBUS0350002bisac7 aBUS0410002bisac7 aBUS0470002bisac7 aBUS0580102bisac7 aBUS1100002bisac7 a658.40522bisac1 aJean-Claude Usunier960110aIntercultural Business NegotiationsbDeal-Making or Relationship Building  a1  aOxfordbRoutledgec20181001  a364 p  bNegotiations 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.  c10392d10392