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LEADER 02664cam 2200433 a 4500

001 ocm35360534;

003 OCoLC;

005 20141212123711.0;

008 960823s1996 enk b 001 0 eng ;

010 a| 96035060;

020 a| 0080427758 (hardcover);

035 a| (Sirsi) o35360534;

035 a| (OCoLC)35360534;

049 a| EREE;

050 00 a| HD58.6b| .I58 1996;

082 00 a| 658.42| 20;

245 00 a| International business negotiations /c| edited Pervez N. Ghauri and Jean-Claude Usunier.;

250 a| 1st ed.;

260 a| Oxford, U.K. ;a| Tarrytown, New York :b| Pergamon,c| 1996.;

300 a| xx, 437 pages ;c| 23 cm.;

336 a| text2| rdacontent;

337 a| unmediated2| rdamedia;

338 a| volume2| rdacarrier;

490 1 a| International business and management series;

504 a| Includes bibliographical references (p. 409-424) and indexes.;

505 0 a| Introduction -- How national culture, organizational culture and personality impact buyer-seller interactions -- A model of the negotiation process with different strategies -- Vis-a-Vis: international business negotiations -- Cultural aspects of international business negotiations -- Hofstede's dimensions of culture and their influence on international business negotiations -- Cross-cultural communication: issues and implications -- The role of time in international business negotiations -- The role of atmosphere in negotiations -- Negotiating sales, export transactions and agency agreeements -- Negotiating licensing agreements -- Negotiating international joint ventures -- Project negotiations: an episode in the relationship -- Preparing mergers and acquisitions in the European Union: the asset of cooperative negotiation -- The IBM-Mexico microcomputer investment negotiations -- Negotiating with Eastern and Central Europe -- Business negotiations between Japanese and Americans -- Negotiating with East Asians -- Some general guidelines for negotiating international business.;

650 0 a| Negotiation in business.=| ^A142167;

650 0 a| International trade.=| ^A221609;

650 0 a| Export marketing.=| ^A27298;

650 0 a| Joint ventures.=| ^A83343;

650 0 a| Foreign licensing agreements.=| ^A85040;

650 0 a| Corporate culture.=| ^A162784;

700 1 a| Ghauri, Pervez N.,d| 1948-=| ^A353615;

700 1 a| Usunier, Jean-Claude.=| ^A386035;

830 0 a| International business and management series.=| ^A386034;

596 a| 1;

998 a| 614131;

999 a| HD58.6 .I58 1996w| LCc| 1i| 30372009974350d| 9/5/2012e| 3/26/2006f| 7/21/2008g| 1l| JGESm| JOYNERn| 12q| 3r| Ys| Yt| JGESBKu| 5/29/1997x| BOOKz| JSTACKSo| .STAFF. 0;

International business negotiations / edited Pervez N. Ghauri and Jean-Claude Usunier.

Other author	Ghauri, Pervez N., 1948-
Other author	Usunier, Jean-Claude.
Format	Book
Edition	1st ed.
Publication Info	Oxford, U.K. ; Tarrytown, New York : Pergamon, 1996.
Description	xx, 437 pages ; 23 cm.
Subjects	Negotiation in business. International trade. Export marketing. Joint ventures. Foreign licensing agreements. Corporate culture.

Series	International business and management series International business and management series. ^A386034
Contents	Introduction -- How national culture, organizational culture and personality impact buyer-seller interactions -- A model of the negotiation process with different strategies -- Vis-a-Vis: international business negotiations -- Cultural aspects of international business negotiations -- Hofstede's dimensions of culture and their influence on international business negotiations -- Cross-cultural communication: issues and implications -- The role of time in international business negotiations -- The role of atmosphere in negotiations -- Negotiating sales, export transactions and agency agreeements -- Negotiating licensing agreements -- Negotiating international joint ventures -- Project negotiations: an episode in the relationship -- Preparing mergers and acquisitions in the European Union: the asset of cooperative negotiation -- The IBM-Mexico microcomputer investment negotiations -- Negotiating with Eastern and Central Europe -- Business negotiations between Japanese and Americans -- Negotiating with East Asians -- Some general guidelines for negotiating international business.
Bibliography note	Includes bibliographical references (p. 409-424) and indexes.
LCCN	96035060
ISBN	0080427758 (hardcover)

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Library	Location	Call Number	Status	Item Actions
Joyner	General Stacks	HD58.6 .I58 1996	✔ Available	Place Hold

International business negotiations / edited Pervez N. Ghauri and Jean-Claude Usunier.

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