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International Business Negotiations, Second Edition (International Business and Management) (International Business and Management Series)

 
 
 
 
International Business Negotiations, Second Edition (International Business and Management) (International Business and Management Series)
Author: N/A
ISBN 13: 9780080442921
ISBN 10: 80442927
Edition: 2nd Revised ed.
Publisher: Emerald Group Publishing
Publication Date: 2003-09-30
Format: Hardcover
Pages: 522
List Price: $181.99
 
 

There is no shortage of books on business negotiations, some with an "international" dimension grafted onto them. This volume, by contrast, is designed to meet the need for a comprehensive guide to the complexities and pitfalls specific to international negotiations. It addresses a range of issues such as background factors, the process of negotiation, the role of third parties, problems of cross-cultural communication, and strategies and tactics to be adopted when negotiating in the international arena. Throughout, treatment of these topics is supported by reference to real-life experiences, examples and cases. Underlying the whole text is the Editors' belief that, conducted within a proper systematic framework, such negotiations are a means of building lasting business relationships as opposed to merely completing one-off transactions.