000			02238 a2200397 4500
005			20250526161929.0
008			250430042018GB 26 eng
020			_a9781138577015 _qBC
037			_bTaylor & Francis _cGBP 52.99 _fBB
040			_a01
041			_aeng
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100	1		_aJean-Claude Usunier _9601
245	1	0	_aIntercultural Business Negotiations _bDeal-Making or Relationship Building
250			_a1
260			_aOxford _bRoutledge _c20181001
300			_a364 p
520			_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.
999			_c10392 _d10392