Intercultural business negotiations : deal-making or relationship building?
Material type: TextPublication details: London Routledge 2019Description: 364 pISBN: 9781351268165Subject(s): Negotiation in business | Intercultural communication | Business communication | Conflict management | International tradeDDC classification: 658.4052 Summary: Negotiations 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.Item type | Current library | Call number | Status | Date due | Barcode |
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BK | Stack | 658.4052 USU/I (Browse shelf (Opens below)) | Available | 50903 |
Browsing Kannur University Central Library shelves, Shelving location: Stack Close shelf browser (Hides shelf browser)
658.405 8 BRA/S Smarter outsourcing | 658.405 8 CHA/O Outsourcing in a week | 658.4052 HAM/N Negotiation: close deals, setting disputes, and making team decisions | 658.4052 USU/I Intercultural business negotiations : deal-making or relationship building? | 658.4056 LER/C The Crisis Manager-Facing disasters,conflicts and failures. | 658.406 3 MAI/I Innovation management | 658.406 ASH/A Achieving business alchemy |
Negotiations 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.
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