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Intercultural Business Negotiations: Deal-Making or Relationship Building
— —
Jean-Claude Usunier (University of Lausanne, Switzerland)
Intercultural Business Negotiations: Deal-Making or Relationship Building by Jean-Claude Usunier (University of Lausanne, Switzerland) at Abbey's Bookshop,

Intercultural Business Negotiations: Deal-Making or Relationship Building

Jean-Claude Usunier (University of Lausanne, Switzerland)



International business;
Business negotiation


364 pages

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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.

By:   Jean-Claude Usunier (University of Lausanne Switzerland)
Imprint:   Routledge
Country of Publication:   United Kingdom
Dimensions:   Height: 235mm,  Width: 159mm, 
Weight:   590g
ISBN:   9781138577015
ISBN 10:   1138577014
Pages:   364
Publication Date:   October 2018
Audience:   College/higher education ,  Further / Higher Education ,  A / AS level
Format:   Paperback
Publisher's Status:   Active

Preface, Part one - Calculative vs Relational rationality in Intercultural Business Negotiations, Chapter 1 - Deal and/or Relationship, Chapter 2 - A Cultural Perspective on Deal-Making versus Relationship-Building, Chapter 3 - Quandaries in negotiation: Dilemmas, Conflicts, and Disputes in ICBN, Chapter 4 - Cultural Time Orientations in Negotiation, Part two - People and Processes, Chapter 5 - Intercultural Communication for business Negotiations, Chapter 6 - Negotiation styles: Gender, Personality, Profession, and Organization, Chapter 7 - The Intercultural Business Negotiation Process, Chapter 8 - ICBN strategies and tactics, Part three - Agreements, Ethics, and Styles in ICBN, Chapter 9 - Negotiating different types of ICBN contracts, Chapter 10 - Ethical Issues in Intercultural Business Negotiations, Chapter 11 - Some elements of the national style of business negotiations, Recommendations for effective intercultural business negotiations, Index

Jean-Claude Usunier is Emeritus Professor in the Faculty of Business and Economics at the University of Lausanne, Switzerland. He has more than 30 years' experience in cultural and linguistic aspects of international marketing, intercultural business negotiations, and comparative management and has published 15 books and many research articles in international journals.

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