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010 a| 2018025327;

020 a| 9781351268165q| (eBook);

020 z| 9781351268141q| (epub);

020 z| 9781138577015q| (pbk. : alk. paper);

020 z| 9781351268158q| (pdf);

020 z| 9781138577022q| (hardback : alk. paper);

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082 00 a| 658.4/0522| 23;

100 1 a| Usunier, Jean-Claude,d| 1951-=| ^A1371913;

245 10 a| Intercultural business negotiationsh| [electronic resource] :b| deal-making or relationship building? /c| Jean-Claude Usunier.;

250 a| 1 Edition.;

260 a| New York :b| Routledge, Taylor & Francis Group,c| 2019.;

300 a| 1 online resource.;

504 a| Includes bibliographical references and index.;

505 0 a| 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.;

506 a| Available only to authorized users.;

538 a| Mode of access: World Wide Web;

588 a| Description based on print version record and CIP data provided by publisher.;

650 0 a| Negotiation in business.=| ^A142167;

650 0 a| Intercultural communication.=| ^A38212;

650 0 a| Business communication.=| ^A218513;

650 0 a| Conflict management.=| ^A13642;

650 0 a| International trade.=| ^A221609;

655 0 a| Electronic books.=| ^A491897;

856 40 z| Full text available from Taylor & Francis eBooksu| https://go.openathens.net/redirector/ecu.edu?url=https%3A%2F%2Fwww.taylorfrancis.com%2Fbooks%2F9781351268165;

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999 a| CLICK ON WEB ADDRESSw| ASISc| 1i| 6672410-3001l| MNETm| JMUSICr| Ys| Yt| MNESSBKu| 12/19/2025x| EBOOKz| JERESOURCE;

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

Author/creator	Usunier, Jean-Claude, 1951-
Format	Electronic
Edition	1 Edition.
Publication Info	New York : Routledge, Taylor & Francis Group, 2019.
Description	1 online resource.
Supplemental Content	Full text available from Taylor & Francis eBooks
Subjects	Negotiation in business. Intercultural communication. Business communication. Conflict management. International trade.

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 index.
Access restriction	Available only to authorized users.
Technical details	Mode of access: World Wide Web
Source of description	Description based on print version record and CIP data provided by publisher.
Issued in other form	Print version: Usunier, Jean-Claude, 1951- author. Intercultural business negotiations 1 Edition. New York : Routledge, Taylor & Francis Group, 2019 9781138577022
Genre/form	Electronic books.
LCCN	2018025327
ISBN	9781351268165 (eBook)
ISBN	(epub)
ISBN	(pbk. : alk. paper)
ISBN	(pdf)
ISBN	(hardback : alk. paper)

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

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