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

By: Usunier, Jean-Claude, 1951- [author.]Material type: TextTextPublisher: London : Routledge, 2019Edition: First editionDescription: 1 online resourceContent type: text Media type: computer Carrier type: online resourceISBN: 9781351268141; 1351268147; 9781351268165; 1351268163; 9781351268134; 1351268139; 9781351268158; 1351268155Subject(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 BehaviorDDC classification: 658.4/052 LOC classification: HD58.6Online resources: Taylor & Francis | OCLC metadata license agreement
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.
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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.

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