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.

International Business Negotiations (International Business and Management)

Business & Money

Ghauri, P.N.

Usunier, J.-C.

International

Pergamon

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Books by Usunier, J.-C.

See the best price to sell, buy, or rent books by Usunier, J.-C.. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

International Business Negotiations (International Business and Management)