Intercultural Business Negotiations: Deal-Making or Relationship Building

by Jean-Claude Usunier

Negotiations occupy a prominent place in the world of business, especially when it comes to international deals. In an increasingly global business environment, understanding and managing cultural differences is key to successful negotiations.

This book highlights two basic components of negotiations: the Deal and the Relationship. Countries and cultures place different value and priority on these components both in the negotiation process...

• Format: Paperback
• Language: English
• ISBN: 1138577014
• ISBN13: 9781138577015
• Release Date: October 2018
• Publisher: Routledge
• Length: 364 Pages
• Weight: 1.16 lbs.
• Dimensions: 0.8" x 6.1" x 9.2"