TY  - BOOK
AU  - Usunier,Jean-Claude
TI  - Intercultural Business Negotiations
SN  - 9781138577015
U1  - 658.4052 
PY  - 2019///
CY  - LONDON
PB  - Routledge
KW  - Negotiation in business
KW  - Intercultural communication
KW  - Business communication
KW  - Conflict management
KW  - International trade
N1  - Includes index; Includes bibliography (pages 332-364); 1; Calculatıve vs relational rationality in intercultural business negotiations; 3; Deal  and /or relationship; 31; A Cultural Perspective on deal-making versus relationship-building; 69; Quandaries in negotiation :Dilemmas Conflicts and disputes in ICBN; 105; Cultural time orientations in negotiation; 131; People and Processes; 133; Intercultural communication for business negotiation; 168; Negotiation styles Gender personality profession and organization; 201; The intercultural business negotiation process; 226; ICBN strategies and tactics; 253; Agreements ethics and styles in ICBN; 255; Negotiating different types of ICBN contracts; 279; Ethical issues in ICBN; 306; Some elements of the national styles of business negotiation; 330; Recommendations for effective intercultural business negotiation; 332; Reference; 352; Author Index; 359; Subject Index
ER  -