Intercultural business negotiations : deal-making or relationship building? / Jean-Claude Usunier.
| Author/creator | Usunier, Jean-Claude, 1951- author. |
| Format | Book |
| Publication | Abingdon, Oxon ; New York, NY : Routledge, 2019. |
| Copyright Date | ©2019 |
| Description | x, 364 pages ; 25 cm |
| Subjects |
| 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. |
| Bibliography note | Includes bibliographical references and indexes. |
| Issued in other form | Online version: Usunier, Jean-Claude, 1951- Intercultural business negotiations. 1 Edition. New York : Routledge, 2019 9781351268165 |
| LCCN | 2018022750 |
| ISBN | 9781138577022 hardcover ; alkaline paper |
| ISBN | 1138577022 hardcover ; alkaline paper |
| ISBN | 9781138577015 paperback ; alkaline paper |
| ISBN | 1138577014 paperback ; alkaline paper |
| ISBN | electronic book |
Availability
| Library | Location | Call Number | Status | Item Actions |
|---|---|---|---|---|
| Joyner | General Stacks | HD58.6 .U78 2019 | ✔ Available | Place Hold |