Cross-cultural Business Negotiations

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Greenwood Publishing Group, 1996 - Business & Economics - 256 pages
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Cross-cultural business negotiations are an important part of international business. Much business has been lost overseas due to miscalculations caused by cultural differences. Negotiating is a lengthy, difficult process by itself; but, when one adds the cultural aspect it becomes extremely intricate. Cross-cultural negotiation skills can be improved by adequate attention to details and a better understanding of the cultural heritage of the other side. This work examines cross-cultural negotiations from the point of view of a practitioner, and provides country profiles with advice on how to best negotiate with people from those countries.

International business negotiations are made more difficult by problems of communications and culture. In order to conduct business outside of one's native culture, it is necessary to understand the style and intent of the business partners, and to learn to deal with culturally based differences. In addition, communciations are conducted verbally and non-verbally; therefore, it is not just a problem of language barriers. The authors show those involved in international business how to conduct their business communications successfully by seeing what is important about the transactions through eyes of another culture.

The authors are widely experienced in cultures other than that of the United States. Having lived and worked in many parts of the world in addition to the United States, the authors advise business professionals and business academicians in this work.


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What The Art of Negotiations
Why 1 International Negotiations
Why 2 CrossCultural Negotiating Behavior
How 1 Verbal
How 2 Nonverbal Communications in CrossCultural Negotiations
When Before and After Time Planning Debriefing
Who More or Less the Composition of the Negotiating Team
Where Place
Country Study Indonesia
Country Study Germany
Country Study Saudi Arabia
Country Study Hong KongChina
Country Study Australia
Country Study Philippines
Conclusions Dos and Donts of CrossCultural Negotiations
Selected Bibliography

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About the author (1996)

DONALD W. HENDON is President of Business Consultants International, a management consulting and training firm./e Dr. Hendon has been a Professor of Marketing at several universities in the United States, Canada, Australia, and Mexico for over 26 years, and has published several books, including Classic Failures in Product Marketing (Quorum, 1989).

REBECCA ANGELES HENDON is Assistant Professor, Management Information Systems at Azusa Pacific University.

PAUL HERBIG is Assistant Professor of Marketing, the Graduate School of International Trade and Business at Texas A&M International University. Professor Herbig has worked on marketing management and product management with major international corporations, and is widely published in international business. His books include The Innovation Matrix (Quorum, 1994), Innovation Japanese Style (Quorum, 1995), and Marketing Japanese Style (Quorum, 1995).

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