Intercultural Business Negotiations
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 negotiation...
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| Format: | Online |
| Langue: | anglais |
| Publié: |
Taylor & Francis
2025
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| Sujets: | |
| Accès en ligne: | ONIX_20250530T122022_9781351268158_3 |
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| _version_ | 1869514365975134208 |
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| author | Usunier, Jean-Claude |
| author_browse | Usunier, Jean-Claude |
| author_facet | Usunier, Jean-Claude |
| author_sort | Usunier, Jean-Claude |
| collection | Directory of Open Access Books |
| description | 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. |
| format | Online |
| id | doab-20.500.12854ir-160841 |
| institution | Directory of Open Access Books |
| language | eng |
| publishDate | 2025 |
| publishDateRange | 2025 |
| publishDateSort | 2025 |
| publisher | Taylor & Francis |
| publisherStr | Taylor & Francis |
| record_format | ojs |
| spelling | doab-20.500.12854ir-1608412025-05-31T05:00:55Z Intercultural Business Negotiations Usunier, Jean-Claude Uncertainty Avoidance Dual Concern Model Negotiation Vice Versa culture IT2 Paradigm contract Business Negotiations relationship-building Delay Penalties language International Business Negotiation intercultural communication Outgroup Orientation Negotiation styles Hardball Tactics tactics Prospective Licensee Post-negotiation High Power Distance Society persuasion tactics Dependence Asymmetry Brazilian Negotiators Winner’s Curse Ingroup Orientation Tough Strategies High Context Communication SM thema EDItEUR::K Economics, Finance, Business and Management::KJ Business and Management::KJK International business thema EDItEUR::K Economics, Finance, Business and Management::KJ Business and Management::KJC Business strategy thema EDItEUR::G Reference, Information and Interdisciplinary subjects::GT Interdisciplinary studies::GTC Communication studies thema EDItEUR::K Economics, Finance, Business and Management::KJ Business and Management::KJU Organizational theory and behaviour thema EDItEUR::J Society and Social Sciences::JM Psychology::JMJ Occupational and industrial psychology 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. 2025-05-31T05:00:55Z 2025-05-31T05:00:55Z 2025-05-30T10:23:28Z 2018 book ONIX_20250530T122022_9781351268158_3 https://library.oapen.org/handle/20.500.12657/103150 9781351268158 9781351268165 9781138577015 9781351268141 9781351268134 9781138577022 https://directory.doabooks.org/handle/20.500.12854/160841 eng open access image/jpeg Attribution-NonCommercial-NoDerivatives 4.0 International https://library.oapen.org/bitstream/20.500.12657/103150/1/9781351268158.pdf Taylor & Francis Routledge 10.4324/9781351268165 10.4324/9781351268165 fa69b019-f4ee-4979-8d42-c6b6c476b5f0 9781351268158 9781351268165 9781138577015 9781351268141 9781351268134 9781138577022 Routledge 374 Oxford open access |
| spellingShingle | Uncertainty Avoidance Dual Concern Model Negotiation Vice Versa culture IT2 Paradigm contract Business Negotiations relationship-building Delay Penalties language International Business Negotiation intercultural communication Outgroup Orientation Negotiation styles Hardball Tactics tactics Prospective Licensee Post-negotiation High Power Distance Society persuasion tactics Dependence Asymmetry Brazilian Negotiators Winner’s Curse Ingroup Orientation Tough Strategies High Context Communication SM thema EDItEUR::K Economics, Finance, Business and Management::KJ Business and Management::KJK International business thema EDItEUR::K Economics, Finance, Business and Management::KJ Business and Management::KJC Business strategy thema EDItEUR::G Reference, Information and Interdisciplinary subjects::GT Interdisciplinary studies::GTC Communication studies thema EDItEUR::K Economics, Finance, Business and Management::KJ Business and Management::KJU Organizational theory and behaviour thema EDItEUR::J Society and Social Sciences::JM Psychology::JMJ Occupational and industrial psychology Usunier, Jean-Claude Intercultural Business Negotiations |
| title | Intercultural Business Negotiations |
| title_full | Intercultural Business Negotiations |
| title_fullStr | Intercultural Business Negotiations |
| title_full_unstemmed | Intercultural Business Negotiations |
| title_short | Intercultural Business Negotiations |
| title_sort | intercultural business negotiations |
| topic | Uncertainty Avoidance Dual Concern Model Negotiation Vice Versa culture IT2 Paradigm contract Business Negotiations relationship-building Delay Penalties language International Business Negotiation intercultural communication Outgroup Orientation Negotiation styles Hardball Tactics tactics Prospective Licensee Post-negotiation High Power Distance Society persuasion tactics Dependence Asymmetry Brazilian Negotiators Winner’s Curse Ingroup Orientation Tough Strategies High Context Communication SM thema EDItEUR::K Economics, Finance, Business and Management::KJ Business and Management::KJK International business thema EDItEUR::K Economics, Finance, Business and Management::KJ Business and Management::KJC Business strategy thema EDItEUR::G Reference, Information and Interdisciplinary subjects::GT Interdisciplinary studies::GTC Communication studies thema EDItEUR::K Economics, Finance, Business and Management::KJ Business and Management::KJU Organizational theory and behaviour thema EDItEUR::J Society and Social Sciences::JM Psychology::JMJ Occupational and industrial psychology |
| topic_facet | Uncertainty Avoidance Dual Concern Model Negotiation Vice Versa culture IT2 Paradigm contract Business Negotiations relationship-building Delay Penalties language International Business Negotiation intercultural communication Outgroup Orientation Negotiation styles Hardball Tactics tactics Prospective Licensee Post-negotiation High Power Distance Society persuasion tactics Dependence Asymmetry Brazilian Negotiators Winner’s Curse Ingroup Orientation Tough Strategies High Context Communication SM thema EDItEUR::K Economics, Finance, Business and Management::KJ Business and Management::KJK International business thema EDItEUR::K Economics, Finance, Business and Management::KJ Business and Management::KJC Business strategy thema EDItEUR::G Reference, Information and Interdisciplinary subjects::GT Interdisciplinary studies::GTC Communication studies thema EDItEUR::K Economics, Finance, Business and Management::KJ Business and Management::KJU Organizational theory and behaviour thema EDItEUR::J Society and Social Sciences::JM Psychology::JMJ Occupational and industrial psychology |
| url | ONIX_20250530T122022_9781351268158_3 |
| work_keys_str_mv | AT usunierjeanclaude interculturalbusinessnegotiations |