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International Business Negotiations 2nd Edition by Pervez Ghauri 0080442935 978-0080442938 9780080442938

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ISBN 10: 0080442935
ISBN 13: 9780080442938
Author: Pervez N. Ghauri 

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. It focuses on the most important aspect of international business: negotiations!

International Business Negotiations 2nd Table of contents:

 

Part I: Introduction

  1. A Framework for International Business Negotiations
  2. Vis-à-vis: International Business Negotiations
  3. Strategies and Tactics in International Business Negotiations
  4. How National Culture, Organizational Culture and Personality Impact Buyer-Seller Interactions

Part II: The Impact of Culture on International Business Negotiations
5. Cultural Aspects of International Business Negotiations
6. Hofstede’s Dimensions of Culture and their Influence on International Business Negotiations
7. International Multilateral Negotiations and Social Networks
8. The Role of Time in International Business Negotiations
9. The Role of Atmosphere in Negotiations

Part III: Negotiating Different Types of Projects
10. Negotiating Sales, Export Transactions and Agency Agreements
11. Negotiating Licensing Agreements
12. Bolter Turbines, Inc. Negotiation Simulation
13. Negotiating Mergers and Acquisitions in the European Union

Part IV: Negotiating in Different Parts of the World
14. The IBM-Mexico Microcomputer Investment Negotiations
15. Negotiating with Eastern and Central Europe
16. Business Negotiations between Japanese and Americans
17. Negotiating with the Chinese: A Process View

Part V: General Guidelines
18. Ethical Aspects of International Business Negotiations
19. Some General Guidelines for Negotiating International Business

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