Intercultural business negotiations : the deal and/or relationship framework /: the deal and/or relationship framework. (2018)

• Record Type: Book
• Further Information: Note: Jean-Claude Usunier.
• Authors: Usunier, Jean-Claude, 1951-
• Contents: 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
• Edition: 1st
• Publisher Details: London : Routledge
• Publication Date: 2018
• Extent: 1 online resource, illustrations (black and white)
• Subjects: 658.4052; Negotiation in business; Intercultural communication; Business communication; Conflict management; International trade
• Languages: English
• ISBNs: 9781351268141; 9781351268158; 9781351268134; 9781351268165
• Related ISBNs: 9781138577022; 9781138577015
• Notes: Note: Includes bibliographical references and index.; Note: Description based on CIP data; resource not viewed.
• Access Rights: Legal Deposit; Only available on premises controlled by the deposit library and to one user at any one time; The Legal Deposit Libraries (Non-Print Works) Regulations (UK).
• Access Usage: Restricted: Printing from this resource is governed by The Legal Deposit Libraries (Non-Print Works) Regulations (UK) and UK copyright law currently in force.