000			01962nam a2200217Ia 4500
003			PH-LCIC
005			20251009143327.0
008			240527s2019 xx 000 0 und d
020			_a9781138577015
040			_cLCIC LIBRARY
082			_aREF 658.4052 Us8
100			_aJean-Claude Usunier _eAuthor
245		0	_aIntercultural business negotiations : _bDeal-making or relationship building? /
260			_aAbingdon, Oxon : _bRoutledge _c2019.
300			_a 1 online resource (x, 364 pages) : illustrations
520			_a"Negotiations occupy a prominent place in the world of business, especially when it comes to international deals. In an increasingly global business environment, understanding and managing cultural differences is key to successful negotiations.This book highlights two basic components of negotiations: the Deal and the Relationship. Countries and cultures place different value and priority on these components both in the negotiation process and in the outcome. Intercultural Business Negotiations provides a guiding framework that is both refined and contextualized and provides managers with the key skills necessary to navigate difficult negotiations where partners may differ in terms of culture, communication style, time orientation, as well as personal and professional backgrounds. The book systematically examines both dispositional and situational aspects of negotiations in interaction with cultural factors.Intercultural Business Negotiations is an accessible resource for managers, leaders, and those interested in or studying business negotiations globally. It is accompanied by an author run companion website containing negotiation simulations, instructions for players, and teaching notes for instructors."-- Provided by publisher
650			_aBUSINESS & ECONOMICS / Industrial Management
650			_aIntercultural communication
650			_aBUSINESS & ECONOMICS / Organizational Behavior
942			_2ddc _cREF
999			_c2385 _d2385