Intercultural Business Negotiations: Deal-Making or Relationship Building? - Usunier, Jean-Claude (Routledge, 2019)
Keywords: 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