Intercultural Business Negotiations - Deal-Making or Relationship Building Usunier Jean-Claude University of Lausanne SwitzerlandPaperback / softback

Negotiations occupy a prominent place in the world of business, especially when it comes to international deals. Countries and cultures place different value and priority on these components both in the negotiation process and in the outcome. In an increasingly global business environment, understanding and managing cultural differences is key to successful negotiations.This book highlights two basic components of negotiations: the Deal and the Relationship.

The book systematically examines both dispositional and situational aspects of Intercultural Business Negotiations provides a guiding framework that is both refined and contextualized and provides managers with the key skills necessary to navigate difficult negotiations where partners may differ in terms of culture, communication style, time orientation, as well as personal and professional backgrounds.