TY  - BOOK
AU  - Usunier,Jean-Claude
TI  - Intercultural business negotiations: deal-making or relationship building? 
SN  - 9781351268165 (electronic bk.)
AV  - HD58.6 .U78 2019
PY  - 2019///
CY  - London
PB  - Routledge
KW  - Negotiation in business
KW  - Intercultural communication
KW  - Business communication
KW  - Conflict management
KW  - International trade
N1  - 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
UR  - https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&db=nlabk&AN=1753696
ER  -