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Intercultural Business Negotiations

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 negotiation...

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Main Author: Usunier, Jean-Claude
Format: Online
Language:English
Published: Taylor & Francis 2025
Subjects:
Uncertainty Avoidance
Dual Concern Model
Negotiation
Vice Versa
culture
IT2 Paradigm
contract
Business Negotiations
relationship-building
Delay Penalties
language
International Business Negotiation
intercultural communication
Outgroup Orientation
Negotiation styles
Hardball Tactics
tactics
Prospective Licensee
Post-negotiation
High Power Distance Society
persuasion tactics
Dependence Asymmetry
Brazilian Negotiators
Winner’s Curse
Ingroup Orientation
Tough Strategies
High Context Communication
SM
thema EDItEUR::K Economics, Finance, Business and Management::KJ Business and Management::KJK International business
thema EDItEUR::K Economics, Finance, Business and Management::KJ Business and Management::KJC Business strategy
thema EDItEUR::G Reference, Information and Interdisciplinary subjects::GT Interdisciplinary studies::GTC Communication studies
thema EDItEUR::K Economics, Finance, Business and Management::KJ Business and Management::KJU Organizational theory and behaviour
thema EDItEUR::J Society and Social Sciences::JM Psychology::JMJ Occupational and industrial psychology
Online Access:ONIX_20250530T122022_9781351268158_3
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