Intercultural Business Negotiations Deal-Making or Relationship Building?

• Main Author: Usunier, Jean-Claude
• Format: eBook Book
• Language: English
• Published: Oxford Routledge 2019; Taylor and Francis; Taylor & Francis; Taylor & Francis Group
• Edition: 1
• Subjects: Asian Business; Brazilian Negotiators; Business & Economics; Business and Management; Business Communication; Business Negotiations; Business strategy; Communication studies; Conflict management; contract; culture; Delay Penalties; Dependence Asymmetry; Dual Concern Model; Economics, Finance, Business and Management; Hardball Tactics; High Context Communication; High Power Distance Society; Ingroup Orientation; Intercultural Communication; Interdisciplinary studies; Interkulturelle Beziehungen; International; International Business; International Business Negotiation; International trade; IT2 Paradigm; Kommunikation; language; Negotiation; Negotiation in business; Negotiation styles; Occupational and industrial psychology; Organizational Communication; Organizational theory and behaviour; Outgroup Orientation; persuasion tactics; Post-negotiation; Prospective Licensee; Psychology; Reference, Information and Interdisciplinary subjects; relationship-building; Society and Social Sciences; Strategic Management; tactics; Tough Strategies; Uncertainty Avoidance; Verhandlungen; Vice Versa; Winner’s Curse; High Context Communication Styles; Young Man; IT2 Paradigm; Hardball Tactics; Dual Concern Model; Prospective Licensee; Tough Strategies; Vice Versa; Intracultural Negotiation; Negotiation Styles; Business Negotiations; Dependence Asymmetry; Uncertainty Avoidance; Winner’s Curse; International Sales Contracts; SM; Ingroup Orientation; High Context Communication; Accurate Time Reckoning; Brazilian Negotiators; Delay Penalties; Outgroup Orientation; International Business Negotiation; High Power Distance Society; Reservation Price
• ISBN: 1138577014; 1138577022; 9781138577022; 9781138577015; 9781351268141; 1351268139; 9781351268134; 9781351268165; 1351268147; 1351268163; 9781351268158; 1351268155
• DOI: 10.4324/9781351268165

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.