000			01777cam a2200193 i 4500
999			_c59178 _d59178
020			_a9781351268165
082	0	0	_a658.4052 _bUSU/I
100	1		_aUsunier, Jean-Claude,
245	1	0	_aIntercultural business negotiations : deal-making or relationship building?
260			_aLondon _bRoutledge _c2019
300			_a364 p.
520			_aNegotiations 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.
650		0	_aNegotiation in business.
650		0	_aIntercultural communication.
650		0	_aBusiness communication.
650		0	_aConflict management.
650		0	_aInternational trade.
942			_cBK