International Business Negotiation

International Business Negotiation

Filled with examples and cases drawn from real life negotiations and drawing on the author's experience of negotiating and implementing consultancy assignments in countries around the world, this is a highly readable and practical guide ...

Author: Barry Maude

Publisher: Macmillan International Higher Education

ISBN: 9781137270528

Category: Business & Economics

Page: 316

View: 487

International Business Negotiation: Principles and Practice is an essential guide to the subject. Blending theory and practice, it translates relevant theories and research into practical and realistic guidelines for improving negotiation practice and achieving good outcomes in a wide range of international and cross-cultural contexts. Filled with examples and cases drawn from real life negotiations and drawing on the author's experience of negotiating and implementing consultancy assignments in countries around the world, this is a highly readable and practical guide that will equip students with the knowledge and skills needed for effective participation in international business negotiation. Key benefits • Translates negotiation theory and research into practical guidelines for negotiators • Covers all the main kinds of international business negotiation • Key points are illustrated with numerous examples and cases drawn from real-life negotiations. • Each chapter includes questions for discussion and written assignments
Categories: Business & Economics

Communicating in Global Business Negotiations

Communicating in Global Business Negotiations

Intended Audience: This is an ideal core text for advanced undergraduate and graduate courses such as Negotiation & Conflict Resolution and International Business & Management in the departments of Communication and Business & Management.

Author: Jill E. Rudd

Publisher: SAGE Publications

ISBN: 9781452215426

Category: Language Arts & Disciplines

Page: 288

View: 392

"Communication in Global Business Negotiations: A Geocentric Approach presents college-level business and communications majors with a new approach for studying communication and negotiation in international business, using a geocentric cross-disciplinary framework. Chapters cover intercultural communication, provide students with a view of the world and how to negotiate with others from different cultures, and uses practitioners' perspectives to inject real-world case studies and scenarios into the picture. College-level business collections will find this an essential acquisition." —THE MIDWEST BOOK REVIEW "Authors Jill E. Rudd and Diana R. Lawson uniquely integrate communication and international business perspectives to help readers develop a strong understanding of the elements for negotiating an international setting, as well as the skills needed to adapt to the changing environment." —BUSINESS INDIA Presenting a new method for the study of communication and negotiation in international business, this text provides students with the knowledge to conduct negotiations from a geocentric framework. Authors Jill E. Rudd and Diana R. Lawson integrate communication and international business perspectives to help readers develop a strong understanding of the elements necessary for negotiating in a global setting, as well as the skills needed to adapt to the changing environment. This geocentric orientation is an evolution of global learning resulting in effective worldwide negotiation. Key Features: Offers a cross-disciplinary approach: The fields of communication and business are integrated to provide a macro-orientation to global business negotiation. Devotes a chapter to intercultural communication competency: Scales are included to help students assess their potential to become a successful global business negotiators. Provides students with a view of the world in negotiating with others from different cultures: Up-to-date information about current international business contexts gives insight into the challenges experienced by global business negotiators. Discusses alternative dispute resolution: Because of differences in culture and in political structure from one country to another, a chapter is devoted to this growing area of global business negotiation. Presents practitioners' perspectives: These perspectives illustrate the "real world" of global business negotiation and reinforce the importance of understanding cultural differences. Intended Audience: This is an ideal core text for advanced undergraduate and graduate courses such as Negotiation & Conflict Resolution and International Business & Management in the departments of Communication and Business & Management.
Categories: Language Arts & Disciplines

International Negotiations Student s Book with Audio CDs 2

International Negotiations Student s Book with Audio CDs  2

International Negotiations is an exciting new short course (15-20 hours) for Business English learners who want to excel at negotiating.

Author: Mark Powell

Publisher: Cambridge University Press

ISBN: 9780521149921

Category: Foreign Language Study

Page: 112

View: 146

International Negotiations is an exciting new short course (15-20 hours) for Business English learners who want to excel at negotiating. Drawing on inspirational advice from leading experts in negotiation, International Negotiations takes students through the entire negotiation process, from preparing to negotiate to closing the deal. The ten modules give learners the essential language, skills and techniques needed for successful negotiations and cover topics such as relationship-building, questioning techniques, decoding body language, bargaining and the powers of persuasion. Challenging role-plays and skill-building games further develop key negotiation and language skills, while the Key and Commentary provide valuable insights into all aspects of negotiating, including the importance of understanding cultural differences when negotiating.
Categories: Foreign Language Study

The Palgrave Handbook of Cross Cultural Business Negotiation

The Palgrave Handbook of Cross Cultural Business Negotiation

This text will appeal to scholars and researchers in international business, cross-cultural studies, and conflict management who seek to understand the challenges of intercultural communication and negotiation.

Author: Mohammad Ayub Khan

Publisher: Springer

ISBN: 9783030002770

Category: Business & Economics

Page: 564

View: 836

Global business management issues and concerns are complex, diverse, changing, and often intractable. Industry actors and policy makers alike rely upon partnerships and alliances for developing and growing sustainable business organizations and ventures. As a result, global business leaders must be well-versed in managing and leading multidimensional human relationships and business networks – requiring skill and expertise in conducting the negotiation processes that these entail. After laying out a foundation justifying the importance of studying negotiation in a global context, this book will detail conventional and contemporary theories regarding international engagement, culture, cultural difference, and cross-cultural interaction, with particular focus on their influence on negotiation. Building on these elements, the book will provide a broad array of country-specific chapters, each describing and analyzing the negotiation culture of businesspeople in a different country around the world. Finally, the book will look ahead, with an eye towards identifying and anticipating new trends and developments in the field of global negotiation. This text will appeal to scholars and researchers in international business, cross-cultural studies, and conflict management who seek to understand the challenges of intercultural communication and negotiation. It will provide trainers and consultants with the insights they need to prepare their clients for intercultural negotiation. Finally, the text will appeal to businesspeople who find themselves heading out to engage with counterparts in another country, or operating in other multinational environments on a regular basis.
Categories: Business & Economics

Cultural Impact on Models of Negotiation Using the Example of Distributive Negotiations

Cultural Impact on Models of Negotiation Using the Example of Distributive Negotiations

Bachelor Thesis from the year 2014 in the subject Business economics - Miscellaneous, grade: 1,3, EBC University Hamburg, language: English, abstract: Published in 1982, Howard Raiffa's book "The Art and Science of Negotiation" constitutes ...

Author: Niklas Dahlen

Publisher:

ISBN: 3668704643

Category:

Page: 112

View: 912

Bachelor Thesis from the year 2014 in the subject Business economics - Miscellaneous, grade: 1,3, EBC University Hamburg, language: English, abstract: Published in 1982, Howard Raiffa's book "The Art and Science of Negotiation" constitutes the dawn of a new era with its asymmetrically prescriptive/descriptive orientation. It consolidated distinctive approaches, boosted research and overcame thinking barriers. In times of a globalized, highly interdependent world with multibillion dollar cross border M&A transactions, international business negotiations are an essential part of the global economy and shape a company's success. This thesis describes the cultural dimensions of Hofstede and Hall and additionally Raiffa's negotiation analysis from the perspective of distributive negotiations. A new approach for international business negotiations is introduced which should enable negotiators to deal with differences at an international stage. In order to understand if and how culture affects negotiation hypotheses are derived from theoretical grounded work. By conducting several interviews with negotiators from different cultural backgrounds, tendencies are illustrated and the question whether further empirical research is needed is answered. The interviews show that negotiations between individuals from countries with different power distance indexes often lead to non-agreements. Moreover, the interviewees think that negotiators with an individualist mindset are more likely to reach an agreement in distributive negotiations. Lastly, the interview reveals that negotiators from a country scoring high in masculinity tend to apply rather distributive than integrative negotiation styles. Further validation of the hypotheses with case stud-ies and experiments have yet to be conducted.
Categories:

Principles of Negotiating International Business

Principles of Negotiating International Business

Here is the advice you need for successful business negotiations around the globe.

Author: Lothar Katz

Publisher: Createspace Independent Pub

ISBN: 1419695037

Category: Business & Economics

Page: 185

View: 197

Principles of Negotiating International Business teaches the critical knowledge and skills global business negotiators need to be successful. The author explains fundamental aspects of international business negotiations, explores how culture-specific expectations and practices affect business interactions, and presents numerous common and exotic techniques that negotiators anywhere in the world use. In Part I of the book, you learn how to prepare for international negotiations, build relationships, communicate, set up and conduct initial meetings, conduct negotiations, reach and document agreement, and much more. The extensive discussion of more than 40 negotiation techniques in Part II reveals how each of them works, how to counter it, who uses it, who will likely not use it, when it may be effective, and when it may not be effective. Here is the advice you need for successful business negotiations around the globe.
Categories: Business & Economics

The ABA Guide to International Business Negotiations

The ABA Guide to International Business Negotiations

When international business negotiations succeed , it is largely because all sides have clearly articulated their objectives and confirmed that the parties understand the context of the negotiated agreement . When international business ...

Author: James R. Silkenat

Publisher: American Bar Association

ISBN: 1604423692

Category: Law

Page: 1106

View: 789

This book provides fundamental strategies every lawyer should know before going into e-commerce based international negotiations, including: -How to build trust in negotiations while using internet communications technologies -Negotiating with governments -Cultural background and overviews of legal systems for specific countries -Substantive laws/regulations which impact negotiations -Special comments on use of internet technology in negotiations -Negotiating across cultures in the digital age -Current issues in negotiating business agreements online -Online alternative dispute resolution
Categories: Law

Culture in Negotiations across Cultures in Business An Encounter and Business Negotiations between Iceland and Portugal

Culture in Negotiations across Cultures in Business  An Encounter and Business Negotiations between Iceland and Portugal

According to the authors Shi and Wright the business executive’s work has an increasingly international orientation and international business negotiation becomes an important competency in a global business environment.

Author: Julian Rudolf

Publisher: GRIN Verlag

ISBN: 9783346281821

Category: Business & Economics

Page: 24

View: 761

Seminar paper from the year 2019 in the subject Business economics - Corporate communication, grade: 1.3, University of Applied Sciences Aschaffenburg, language: English, abstract: The paper focuses on the role of culture in negotiations across cultures in business. Starting point of the paper will be the theoretical analysis of the selected cultures of Portugal and Iceland with the help of relevant theories/approaches regarding culture’s impact on negotiations. The impact of culture on negotiations in business will then be analyzed in a practical part with the help of a specific critical incident with focus on the Portuguese and Icelandic culture. The paper focuses on selected cultural aspects. The focus was chosen on aspects that show the most interesting differences between the cultures of Iceland and Portugal and that are most interesting for the critical incident. The paper focuses on communication aspects, that are important during negotiations, as well as the monochronic and polychronic time orientation and Gestelands’ pattern of relationship-focus and deal-focus. Cross-cultural negotiations are getting more and more important in the business context. Doing business abroad, using sources and hiring workforce from other cultures make cross-cultural negotiations between professionals necessary, especially in times of globalization. In international business, great benefits can be gained from cross-cultural negotiations, nevertheless negotiations across cultures are more complex than negotiations between persons from the same country or culture. Negotiations between people from different cultures add an entire dimension to any negotiation introducing inter alia language barriers, differences in body language and alternative ways of expressing pleasure or displeasure with the elements of the deal that is negotiated. A professional negotiator has to understand the cultures of the participants, as well as culturally specific aspects. People that are involved in international negotiations have to acquire a skill set that is useful in the prevention of undesired perceptions and that promotes successful negotiation outcomes. According to the authors Shi and Wright the business executive’s work has an increasingly international orientation and international business negotiation becomes an important competency in a global business environment.
Categories: Business & Economics

International Business Negotiation

International Business Negotiation

BC Gunía, JM Brett and BM Teucher: Culture and negotiation strategy: a frameWork for future research. Academy of Management Perspectives, 31 (4), 2017, 288–308. P Khakhara and ZU Ahmed. The concepts of power in international business ...

Author: Barry Maude

Publisher: Red Globe Press

ISBN: 9781352010053

Category:

Page:

View: 231

Categories:

Business Negotiations in China

Business Negotiations in China

This book is an important, indispensable insider’s guide to the strategy and practice of negotiating in China and is relevant to professionals, academics, researchers and students alike.

Author: Henry K. H. Wang

Publisher: Routledge

ISBN: 9781315467078

Category: Business & Economics

Page: 204

View: 643

Business Negotiations in China provides a holistic overview of the institutional, organisational and cultural issues that underpin successful business negotiations in China. Good negotiation strategies and management are essential for establishing successful business deals and new ventures in China. The author addresses the current key issues and risks, high level business management, planning, innovative approaches and modern negotiation strategies. The text opens with a review of the evolution of key negotiation models that have been use in China right up to the most current. This is followed by an analysis of the various negotiation frameworks and processes being undertaken in China; their similarities and differences with other global negotiation processes. Alongside the negotiation itself, the author provides advice on: selection of the negotiation team and the various strategic roles within it; the detailed preparations and analysis required prior to starting negotiations in China; effective management strategies for each of the various stages of negotiation to achieve successful, sustainable outcomes. Business Negotiations in China is supported by examples and analysis drawn from actual high level business negotiations by leading international companies with China State Owned Enterprises. It also explores the fierce competition between multinationals and China state-owned companies and their respective different negotiation strategies. This book is an important, indispensable insider’s guide to the strategy and practice of negotiating in China and is relevant to professionals, academics, researchers and students alike.
Categories: Business & Economics

Negotiating International Business

Negotiating International Business

How is negotiating internationally different from negotiating in a domestic setting ? ... Negotiating International Business is a comprehensive reference guide that provides answers to these questions and much more .

Author: Lothar Katz

Publisher: Createspace Independent Pub

ISBN: UCLA:L0099971780

Category: Business & Economics

Page: 467

View: 230

Negotiating International Business is a comprehensive reference guide designed to aide business people when dealing with foreign counterparts. It explains fundamental aspects of international business negotiations, culture-specific expectations and practices, as well as numerous techniques used by international negotiators. Here is the advice you need in order to be successful by adjusting business, personal, and social behaviors as required in any of 50 countries around the world.
Categories: Business & Economics

International Business 4E

International Business 4E

In international business , negotiation involves handling cross - cultural nuances . In American and several European cultures , negotiations tend to assume an aggressive , adversial manner . Negotiations in these societies view ...

Author: Aswathappa

Publisher: Tata McGraw-Hill Education

ISBN: 0070700877

Category: International business enterprises

Page: 808

View: 616

The new edition continues to discuss basic concepts of international business in a comprehensive manner. It provides a lucid treatment of the theory and practice of global business in the Indian context. Flourished with case-lets drawn from contemporary businesses, it will acquaint the students with the fundamentals of global business.The book has been updated with recent examples like new chapters on Institutional support to IB, FDI initiatives.
Categories: International business enterprises

The Global Negotiator

The Global Negotiator

Publisher Description

Author: Jeswald W. Salacuse

Publisher: Palgrave Macmillan

ISBN: 9780312293390

Category: Business & Economics

Page: 312

View: 354

Publisher Fact Sheet An expert in negotiation provides in depth how-to advice to international business executives, international lawyers, and others in managing international business transactions and negotiations.
Categories: Business & Economics

Cross cultural Negotiation Ireland Germany

Cross cultural Negotiation  Ireland Germany

Bachelor Thesis from the year 2004 in the subject Business economics - Miscellaneous, grade: 1,7, Dublin Institute of Technology, course: International Business and Languages, language: English, abstract: Why do business negotiations often ...

Author: Sandra Urban

Publisher: GRIN Verlag

ISBN: 9783638354691

Category: Business & Economics

Page: 41

View: 216

Bachelor Thesis from the year 2004 in the subject Business economics - Miscellaneous, grade: 1,7, Dublin Institute of Technology, course: International Business and Languages, 24 entries in the bibliography, language: English, abstract: Why do business negotiations often go wrong, although English is a widely and well spoken business language? Successful communication depends not only on the level of language; it is predetermined by the cultural knowledge, values and norms. Only when going abroad or meeting other cultures, people may step out of their selfreference criteria and are able to become aware of their own as well as the other’s culture. Everything that used to be normal with regarding to behaviour, attitude and values, and therefore someone was unaware of in their own culture, suddenly becomes strangely embedded in a newly occurring situation. In spite of a huge amount of literature available about cross-cultural communication, there is little useful information, which is applicable to practical and specific situations like Irish-German negotiations. Especially, it is very difficult to acquire empirical data from negotiation processes as the influences of a third person have a considerable effect on the other communication partners’ actions and thus the value of the process is degraded. The usage of cultural dimensions from Hofstede, Trompenaars and Hall are widely quoted and used for putting cultures into categories. In the meantime, these dimensions lack examples regarding the behaviour of cultures in certain situations. Mostly, they fail to explain the reasons for cultural behaviour, which refer to the underlying values, norms and beliefs. In addition to some of these dimensions, I will make use of communication styles and social custom in order to describe likely situation where tension between Irish and German negotiations can arise. But what is more, I will try to explain the reasons for these incidents. These explanations should give the reader a further understanding of both cultures’ values. As I am a Germannative speaker, there may be a little bias in the explanations regarding the German cultural values.
Categories: Business & Economics

Chinese Dutch Business Negotiations

Chinese Dutch Business Negotiations

However , the influence of guanxi ( ** ) upon the interactional process of negotiation has not been empirically studied to our knowledge . This research bridges that gap to some extent . 7.2.3 International business communication This ...

Author: Xiangling LI

Publisher: BRILL

ISBN: 9789004484696

Category: Language Arts & Disciplines

Page: 376

View: 991

The Chinese are known as an inscrutable people in the West. With the rapid globalisation of world business, China, with its booming economy and as one of the world's largest emerging markets, is attracting increasing numbers of international traders and investors. Various sources have shown that language and culture are, among other factors, two of the major obstacles to successful business collaborations between the Chinese and Westerners. This dissertation aims to help remove these obstacles by offering some insights into the intricate mechanisms of business negotiation between the Chinese and the Dutch. While most of the research concerning Chinese-Western communication has used everyday conversation as the subject of study, this research chooses negotiation, the core of international business, as its subject. Micro-level qualitative discourse analyses are used as the main research method in addition to ethnographic methods such as the questionnaire survey and interview. The main data used are simulated as well as real-life video-taped Chinese-Dutch business negotiations. Questionnaire survey and interview data from real-life Chinese and Dutch negotiators are used as support data. The phenomena recurrently cropping up across the negotiations are examined at a turn-to-turn level to pinpoint places where problems arise that prevent the negotiators from reaching mutual understandings and fulfilling negotiation goals. The deep-rooted cultural concepts underlying the linguistic phenomena prove to be the main trouble sources. The results of this research are relevant for both the academic and business world.
Categories: Language Arts & Disciplines