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Usunier, Jean-Claude, 1951-

Intercultural business negotiations : deal-making or relationship building? / Jean-Claude Usunier. - First edition. - 1 online resource

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.

ISBN: 9781351268141 1351268147 9781351268165 1351268163 9781351268134 1351268139 9781351268158 1351268155

Subjects--Topical Terms:
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 Behavior.

LC Class. No.: HD58.6

Dewey Class. No.: 658.4/052