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

By: Usunier, Jean-Claude, 1951- [author.].
Material type: materialTypeLabelBookPublisher: London : Routledge, 2019Edition: First edition.Description: 1 online resource.Content type: text Media type: computer Carrier type: online resourceISBN: 9781351268141; 1351268147; 9781351268165; 1351268163.Call No.: HD58.6 Subject(s): Negotiation in business | Intercultural communication | Business communication | Conflict management | International trade | BUSINESS & ECONOMICS / Industrial Management | BUSINESS & ECONOMICS / Management | BUSINESS & ECONOMICS / Management Science | BUSINESS & ECONOMICS / Organizational BehaviorGenre/Form: Electronic books.DDC classification: 658.4/052 Online resources: EBSCOhost
Contents:
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 -- Index.
Bibliography, etc. Note: Includes bibliographical references and index.Local Note(s): Master record variable field(s) change: 072
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Online resource; title from PDF title page (EBSCO, viewed October 15, 2018)

Includes bibliographical references and index.

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 -- Index.

Master record variable field(s) change: 072

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