International business negociations

Pervez Ghauri, Jean-Claude Usunier - Collection International business and management

522 pages, parution le 06/05/2004 (2^eme édition)

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Résumé

Today there is hardly any company that can claim that it is not involved in international business (IB). A huge body of literature is available on international business, but there are very few publications on the most important aspect of IB, namely negotiations. The purpose of this book is to enhance our understanding about the impact of culture and communication on international business negotiations. Consequently to explore the problems faced by Western managers while doing business abroad and provide some guidelines for international business negotiations. The book is divided in four parts. The first part explains the nature of international business negotiations. The second part deals with culture and its aspect on international business and negotiations. Part three discusses negotiations for different type of businesses and finally, part four provides insightful examples from different parts of the world and provides concrete guidelines to handle cross-cultural negotiations. We believe that students at Masters and MBA levels will find it an invaluable aid in understanding international business negotiations and complexities of doing business abroad.

L'auteur - Pervez Ghauri

Professor Pervez Ghauri teaches Marketing at Manchester Business School.

L'auteur - Jean-Claude Usunier

Diplômé d'HEC, docteur ès sciences économiques et agrégé en sciences de gestion, Jean-Claude Usunier est professeur a l'École des HEC (Université de Lausanne) où il est spécialisé en marketing et en gestion commerciale.

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Sommaire

The impact of culture on international business negotiations
Negotiating different type of projects
Negotiating in different parts of the world
General guidelines

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Caractéristiques techniques

	PAPIER
Éditeur(s)	Pergamon
Auteur(s)	Pervez Ghauri, Jean-Claude Usunier
Collection	International business and management
Parution	06/05/2004
Édition	2^eme édition
Nb. de pages	522
Format	15,5 x 23
Couverture	Relié
Poids	950g
Intérieur	Noir et Blanc
EAN13	9780080442921
ISBN13	978-0-08-044292-1