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International Business Negotiations, 2nd.Edition
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. It focuses on the most important aspect of international negotiations!
- GenresBusiness
544 pages, Paperback
First published December 1, 1996
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July 26, 2024
International Business Negotiations, 2nd.Edition
(International Business & Management)
by Pervez N. Ghauri
"Let us never negotiate out of fear. But let us never fear to negotiate."
"Inaugural Address," January 20, 1961, Public Papers of the Presidents: John F. Kennedy, 1961.
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The first Golden Rule is essential to success in any negotiation:
Information Is Power—So Get It!
The Oxford English Dictionary defines information as 'the imparting of knowledge in general'.
Information:
1: facts provided or learned about something or someone.
2: what is conveyed or represented by a particular arrangement or sequence of things.
It's critical to ask questions and get as much relevant information as you can throughout the negotiation process. You need sufficient information to set aggressive, realistic goals and to evaluate the other side's goals.
“Successful negotiation is not about getting to 'yes'; it's about mastering 'no' and understanding what the path to an agreement is.”
~ Christopher Voss
a former FBI hostage negotiator turned CEO, author and academic
(International Business & Management)
by Pervez N. Ghauri
"Let us never negotiate out of fear. But let us never fear to negotiate."
"Inaugural Address," January 20, 1961, Public Papers of the Presidents: John F. Kennedy, 1961.
------------------------------------------------------------------------------
The first Golden Rule is essential to success in any negotiation:
Information Is Power—So Get It!
The Oxford English Dictionary defines information as 'the imparting of knowledge in general'.
Information:
1: facts provided or learned about something or someone.
2: what is conveyed or represented by a particular arrangement or sequence of things.
It's critical to ask questions and get as much relevant information as you can throughout the negotiation process. You need sufficient information to set aggressive, realistic goals and to evaluate the other side's goals.
“Successful negotiation is not about getting to 'yes'; it's about mastering 'no' and understanding what the path to an agreement is.”
~ Christopher Voss
a former FBI hostage negotiator turned CEO, author and academic
Displaying 1 of 1 review