Usunier, Jean-Claude <br/><br/>
Intercultural Business Negotiations / 
 Deal-Making or Relationship Building 
Jean-Claude Usunier 
 - 364 pages;  23 cm. 
<br/><br/> Includes index 
<br/><br/>Includes bibliography (pages 332-364) 
<br/><br/> Calculatıve vs relational rationality in intercultural business negotiations  1  Deal  and /or relationship   3  A Cultural Perspective on deal-making versus relationship-building    31  Quandaries in negotiation :Dilemmas Conflicts and disputes in ICBN  69  Cultural time orientations in negotiation   105  People and Processes   131  Intercultural communication for business negotiation   133  Negotiation styles Gender personality profession and organization   168  The intercultural business negotiation process   201  ICBN strategies and tactics   226  Agreements ethics and styles in ICBN   253  Negotiating different types of ICBN contracts   255  Ethical issues in ICBN   279  Some elements of the national styles of business negotiation   306  Recommendations for effective intercultural business negotiation   330  Reference   332  Author Index  352  Subject Index   359 
<br/><br/><label>ISBN: </label>9781138577015 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Negotiation in business<br/>Intercultural communication<br/>Business communication<br/>Conflict management<br/>International trade
<br/><br/><label>Dewey Class. No.: </label>658.4052  / U88 2019