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

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.- Focuses on the most important aspect of international business: negotiations!

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.