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 negotiations, 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.
The types of international agreements discussed include: export and sales contracts; licensing contracts; agency agreements; and joint venture agreements. These are looked at within a variety of contexts - international networks, subsidiary-parent negotiations, turnkey projects, and negotiations for foreign direct investments with companies and governments.
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.
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...This book is an informal collection of essays on the theme of intercultural business communication. It will be helpful both for students and researchers in the field. For instructors in this discipline this book is a treasure trove of helpful and factual information. ...This book is a useful and helpful reference book for anyone interested in the complexity of international business negotiations... This book is the first offering basic information about negotiating in different cultures by completing it with necessary information concerning the theoretical aspects of intercultural communication. In this new science Pervez Ghauri and Jean-Claude Usunier's book is a resumee of the actual level of knowledge. Management International Review Manfred Niedermeyer, University of Jena, Germany
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