Intercultural Business Negotiations : the Deal and/or Relationship Framework.
| Author/creator | Usunier, Jean-Claude, 1951- |
| Format | Electronic |
| Publication Info | Milton : Routledge, 2018. |
| Description | 1 online resource (375 pages) |
| Supplemental Content | ProQuest Ebook Central |
| Contents | Cover; Half Title; Endorsement; Title Page; Copyright Page; Table of contents; List of figures and tables; Preface; Part one Calculative vs relational rationality in intercultural business negotiations; 1 Deal and/or relationship; Negotiation defined; A general definition of negotiation; Alternative functional definitions of negotiation; The negotiation system; Bargaining versus negotiation; Bargaining and reservation price; The negotiation setting; Conditions, objects, and context; Nature and origin of knowledge about negotiation |
| Contents | The interdisciplinary nature of negotiation research and knowledgeA favourable picture nuanced; Deal or, and/or Relationship; Definitions of deal and relationship; Should deal and relationship be separated, divorced from each other?; What comes first? What should come first?; Combination of deals and relationship patterns over time; Deal patterns; Relationship patterns; Wrong assumptions about relationships; Key negotiation concepts in the light of the deal versus relationship paradigm; Walk-away options: The Best Alternative To a Negotiated Agreement |
| Contents | Integrative orientation versus distributive orientationConcern for the other party's outcomes; Two meaningful metaphors about negotiation: Card game and theatre play; Information, power, and asymmetries; The market background of ICBN; Do negotiation concepts apply cross-culturally and interculturally?; How this book is organized; Notes; 2 A cultural perspective on deal-making versus relationship-building; Does culture matter for international negotiations?; Introductory caveats; However, culture matters ... ; Culture defined; Culture as learned and forgotten norms and behavioural patterns |
| Contents | Definitions of cultureShould culture be quantitatively measured or thickly (qualitatively) described?; Task-orientation versus people-orientation; Doing orientation; Being orientation and ICBN; I, we, and they in ICBN: Interacting with foreigners; Outgroup orientation: We (including They) are -- fundamentally -- the same; Ingroup orientation: We and They are fundamentally different; Interaction patterns: Individualism vs collectivism; Individualism; Collectivism; Culture, concern for the other party's outcome, and the "mythical fixed pie"; Cultural orientations favouring an integrative strategy |
| Contents | ICBN versus intracultural negotiationPower play: Horizontal and vertical negotiation interactions; Status and power are important; Influence of low/high power distance on ICBN; Formal vs. actual power orientation in ICBN; Synchronizing tasks or prioritizing personal bonds; (Joint) utility vs. (shared) identity; Utilitarian, privileging utility; Identitarian, privileging identity; Language and communication styles; Low-context communication style; High-context communication style; Mindsets; Synchronizing with others: Time orientations |
| General note | Outcome orientation: Comprehensive contractual arrangement versus broad relational agreement |
| Bibliography note | Includes bibliographical references and index. |
| Source of description | Print version record. |
| Issued in other form | Print version: Usunier, Jean-Claude. Intercultural Business Negotiations : The Deal and/or Relationship Framework. Milton : Routledge, ©2018 9781138577022 |
| Genre/form | Electronic books. |
| ISBN | 9781351268158 |
| ISBN | 1351268155 |
| ISBN | 9781351268141 |
| ISBN | 1351268147 |
| ISBN | 9781351268134 |
| ISBN | 1351268139 |
| ISBN | 9781351268165 |
| ISBN | 1351268163 |
| ISBN | (hbk.) |
| ISBN | (pbk.) |
| Stock number | 9781351268141 Ingram Content Group |
Availability
| Library | Location | Call Number | Status | Item Actions |
|---|---|---|---|---|
| Electronic Resources | Access Content Online | ✔ Available |