ECU Libraries Catalog

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

Author/creator Usunier, Jean-Claude, 1951- author.
Format Book and Print
Publication Info Abingdon, Oxon ; New York, NY : Routledge, 2019.
Copyright Notice ©2019
Descriptionx, 364 pages; 25 cm
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 noteIncludes bibliographical references and indexes.
Issued in other formOnline version: Usunier, Jean-Claude, 1951- Intercultural business negotiations. 1 Edition. New York : Routledge, 2019 9781351268165
LCCN 2018022750
ISBN9781138577022 hardcover ; alkaline paper
ISBN1138577022 hardcover ; alkaline paper
ISBN9781138577015 paperback ; alkaline paper
ISBN1138577014 paperback ; alkaline paper
ISBNelectronic book

Available Items

Library Location Call Number Status Item Actions
Joyner New Books HD58.6 .U78 2019 ✔ Available Place Hold

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