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Pbs Bargaining Across Borders : Business Books - Dean Allen Foster

Pbs Bargaining Across Borders

Business Books

Paperback Published: 22nd April 1995
ISBN: 9780070216563
Number Of Pages: 344

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How do you convey respect in Japan? Are business gifts appropriate in Kuala Lumpur? Can women negotiate contracts in Morocco?

The right answers can mean lucrative foreign deals. The wrong ones can spell farewell to golden opportunities abroad.

Now you no longer have to rely on instinct and hearsay to succeed in cross-cultural negotiations. This book prepares you for the real-life situations you'll face in international deal-making. You will learn all the right moves, whether your business takes you to Japan and the Pacific Rim; Western, Southern, or Central Europe; Latin America and the Caribbean; the Arab world; or Australia.

Emphasizing the acquisition of a "global mindset," this book tells you how to recognize the real leaders among your foreign counterparts; handle crucial cross-cultural differences in negotiating styles; deal with unfamiliar concepts of punctuality, manners, and gift-giving; and emerge victorious as a successful international negotiator

On Doing Business Internationally
Introductionp. 3
Some Basic Cross-Cultural Ground Rulesp. 26
Americans at the International Negotiating Table
Individualismp. 73
Timep. 105
Americans, Love, and Money at the Negotiating Tablep. 145
Egalitarianismp. 195
Successful International Communication
The Effective International Negotiatorp. 237
International Negotiating Stylesp. 264
Coming Home Out Therep. 294
Appendix. Global Homecoming Exercisesp. 297
Indexp. 317
Table of Contents provided by Blackwell. All Rights Reserved.

ISBN: 9780070216563
ISBN-10: 0070216568
Series: Business Books
Audience: Professional
Format: Paperback
Language: English
Number Of Pages: 344
Published: 22nd April 1995
Publisher: McGraw-Hill Education - Europe
Country of Publication: US
Dimensions (cm): 23.5 x 15.88  x 2.54
Weight (kg): 0.54
Edition Number: 1
Edition Type: New edition