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International Business Negotiations - 2nd Edition - ISBN: 9780080442921

International Business Negotiations

2nd Edition

Editors: Pervez Ghauri Jean-Claude Usunier
Paperback ISBN: 9780080442938
Imprint: Pergamon
Published Date: 30th September 2003
Page Count: 544
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Table of Contents

A framework for international business negotiations (P. Ghauri). Vis-à-vis: international business negotiations (J. Graham). Strategies and tactics in international business negotiations (R. Saner). How national culture, organizational culture and personality impact buyer-seller interactions (S. Kalé).

The Impact of Culture on International Business Negotiations.
Cultural aspects of international business negotiations (J-C. Usunier). Hofstede's dimensions of culture and their influence on international business negotiations (G. Hofstede, J-C. Usunier). International multilateral negotiations and social networks (R.B. Money). The role of time in international business negotiations (J-C. Usunier). The role of atmosphere in negotiations (P. Ghauri).

Negotiating Different Type of Projects.
Negotiating sales, export transactions and agency agreements (J.B. McCall). Negotiating licensing agreements (V. Parker). Building trust in international alliances (A. Parkhe). Bolter Turbines, Inc. negotiation simulation (J. Graham). Negotiating mergers and acquisitions in the European Union: how to make offers tender and workable (V. de Beaufort, A. Lempereur).

Negotiating in Different Parts of the World.
The IBM-Mexico microcomputer investment negotiations (S. Weiss). Negotiating with Eastern and Central Europe (P. Ghauri). Business negotiations between Japanese and Americans (J. Graham, Y. Sano). Negotiating with the Chinese: a process view (P. Ghauri, T. Fang).

General Guidelines.
Ethical aspects of international business negotiations (J.-C. Usunier). Some general guidelines for negotiating international business (P. Ghauri, J-C. Usunier ). References. Author index. Subject index.


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.


Students at Masters and MBA levels as an aid in understanding international business negotiations and complexities of doing business abroad.


No. of pages:
© Pergamon 2003
30th September 2003
Paperback ISBN:

Ratings and Reviews

About the Editors

Pervez Ghauri

Affiliations and Expertise

University of Manchester, UK

Jean-Claude Usunier

Affiliations and Expertise

University of Lausanne, Switzerland