.

0 (hodnocen0 x )

EB

ONLINE

First edition

London ; New York : Routledge, Taylor & Francis Group, 2019

1 online resource (364 pages)

ISBN 9781351268158 (e-book)

ISBN 9781351268165 (e-book)

ISBN 9781138577022

Print version: Usunier, Jean-Claude, 1951- Intercultural business negotiations : deal-making or relationship building? First edition. London ; New York : Routledge, Taylor & Francis Group, 2019 364 pages ISBN 9781138577022

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.

002003507

full

(Au-PeEL)EBL5569076

(MiAaPQ)EBC5569076

(OCoLC)1061111539