Dynamics of successful international business negotiations:
Gespeichert in:
| Beteiligte Personen: | , |
|---|---|
| Format: | Buch |
| Sprache: | Englisch |
| Veröffentlicht: |
Houston, Tex. [u.a.]
Gulf Publ. Co.
1991
|
| Schriftenreihe: | Managing cultural differences series
|
| Schlagwörter: | |
| Links: | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=005334234&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
| Umfang: | XIII, 250 S. graph. Darst. |
| ISBN: | 0872011968 |
Internformat
MARC
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Datensatz im Suchindex
| _version_ | 1819333267691667456 |
|---|---|
| adam_text | Contents
Acknowledgments ix
Preface xi
Unit I—The Globalization of Business
1. Going Global 1
The Romance of World Trade 1. From Domestic to Global
and Beyond 3. What Is Internationalization? 3. What Is
Multinationalization? 4. What Is Transnationalization? 7.
What Is Globalization? 8. Multinationalization versus
Globalization 10. Future Forms of International
Corporations 11. Summary 13. References and Suggested
Readings 13.
2. How to Go Global 16
Developing a Strategy 16. Framework for Developing a
Strategy 19. Strategic Alternatives 21. Strategic
Alliances 24. Summary 27. References and Suggested
Readings 28.
3. Finding Global Opportunities 30
Global Strategic Intelligence 30. The Global Money
Market 31. The Global Marketplace 35. The Global
Factory 38. Summary 39. References and Suggested
Readings 40.
v
Unit II—The Concept of Culture
4. Understanding Culture 43
Culture as a Problem Solving Tool 43. The Acquisition of
Culture 44. Cultural Attitudes 47. National Character 51.
Summary 55. References and Suggested Readings 56.
5. Developing a Geocentric Corporate Culture 58
Mr. Podsnap 58. The Failure of Podsnappery 59. Corporate
Culture 60. Corporate Culture and Globalization 63.
Ethnocentric Organizations 64. Regiocentric
Organizations 65. Geocentric Organization 66. Going
Geocentric 67. Problems in Going Geocentric 67.
Summary 68. References and Suggested Readings 69.
Unit III—Global Negotiation
6. Negotiation and Culture 71
Negotiating in Ancient Rome 71. Negotiating with
Princes 72. Warriors and Shopkeepers 76. How Nations
Negotiate 77. An Early International Negotiation Model 79.
A Comparative Study of Negotiation Style 79.
Considerations in Cross Cultural Negotiation 81. Practical
Advice for International Negotiations 84. Summary 86.
References and Suggested Readings 86.
7. A Framework for Global Business Negotiations 89
Framework Overview 89. The Components 91. The
Variables 92. Basic Concept of Negotiation 94. Selection of
Negotiators 95. Role of Individual Aspirations 97. Concern
with Protocol 98. Significance of Type of Issue 99.
Complexity of Language 101. Nature of Persuasive
Argument 103. Value of Time 105. Bases of Trust 106.
Risk Taking Propensity 107. Internal Decision Making
Systems 109. Form of Satisfactory Agreement 110.
References and Suggested Readings 114.
vi
Unit IV—Negotiating with Specific Countries
^ 8. Negotiating in Japan 116
Introduction 116. Historical Perspective 116. The Twelve
Negotiating Variables 118. Concluding Scenario—The
Japanese Economy: Razor Sharp? 124. References and
Suggested Readings 125.
9. Negotiating in China 127
Introduction 127. Historical Perspective and Myth of the
Chinese Market 127. The Twelve Negotiating
Variables 129. Concluding Scenario—Do Foreigners
Have a Chinaman s Chance in China? 135. References
and Suggested Readings 136.
10. Negotiating in South Korea 138
Introduction 138. Historical Perspective 139. The Twelve
Negotiating Variables 141. Concluding Scenario—A
More Stable Korea 146. References and Suggested
Readings 148.
11. Negotiating in India 149
Introduction 149. Historical Perspective 150. The Twelve
Negotiating Variables 152. Concluding Scenario—Will
India Be a New Market of the 90s? 157. References and
Suggested Readings 160.
12. Negotiating in the USSR 161
Introduction 161. Historical Perspective 162. The Twelve
Negotiating Variables 164. Concluding Scenario—
Perestroika, Glasnost and ? 170. References and
Suggested Readings 171.
13. Negotiating in Germany 172
Introduction 172. Historical Perspective 173. The Twelve
Negotiating Variables 174. Concluding Scenario—
Germany s Warriors of Negotiation 178. References and
Suggested Readings 180.
vii
14. Negotiating in France 181
Introduction 181. Historical Perspective 182. The Twelve
Negotiating Variables 183. Concluding Scenario 187.
References and Suggested Readings 189.
15. Negotiating in Spain 190
Introduction 190. Historical Perspective 191. The Twelve
Negotiating Variables 192. Concluding Scenario—El
Horizonte 92 198. References and Suggested
Readings 199.
16. Negotiating in Nigeria 201
Introduction 201. Historical Perspective 202. The Twelve
Negotiating Variables 203. Concluding Scenario—
Investment in Nigeria? 210. References and Suggested
Readings 211.
17. Negotiating in Mexico 212
Introduction 212. Historical Perspective 212. The Twelve
Negotiating Variables 214. Concluding Scenario—
Mexico s New Challenge: Growth 219. References and
Suggested Readings 220.
18. Negotiating in Brazil 221
Introduction 221. Historical Perspective 222. The Twelve
Negotiating Variables 223. Concluding Scenario—Can
Foreign Negotiators See the Forest Through the
Trees? 229. References and Suggested Readings 230.
Unit V—Preparation For Successful Negotiations
19. The International Negotiator s Passport to
Success 231
Bibliography—Culture and Behavior 237
Bibliography International Business Negotiations 238
Index 239
viii
|
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| id | DE-604.BV008096634 |
| illustrated | Illustrated |
| indexdate | 2024-12-20T09:16:30Z |
| institution | BVB |
| isbn | 0872011968 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-005334234 |
| oclc_num | 246878762 |
| open_access_boolean | |
| owner | DE-384 DE-945 DE-860 DE-1051 DE-N2 DE-19 DE-BY-UBM |
| owner_facet | DE-384 DE-945 DE-860 DE-1051 DE-N2 DE-19 DE-BY-UBM |
| physical | XIII, 250 S. graph. Darst. |
| publishDate | 1991 |
| publishDateSearch | 1991 |
| publishDateSort | 1991 |
| publisher | Gulf Publ. Co. |
| record_format | marc |
| series2 | Managing cultural differences series |
| spellingShingle | Moran, Robert T. Stripp, William G. Dynamics of successful international business negotiations Multinationales Unternehmen (DE-588)4075092-9 gnd Auslandsgeschäft (DE-588)4003763-0 gnd Verhandlung (DE-588)4062875-9 gnd Wirtschaft (DE-588)4066399-1 gnd Management (DE-588)4037278-9 gnd |
| subject_GND | (DE-588)4075092-9 (DE-588)4003763-0 (DE-588)4062875-9 (DE-588)4066399-1 (DE-588)4037278-9 |
| title | Dynamics of successful international business negotiations |
| title_auth | Dynamics of successful international business negotiations |
| title_exact_search | Dynamics of successful international business negotiations |
| title_full | Dynamics of successful international business negotiations Robert T. Moran ; William G. Stripp |
| title_fullStr | Dynamics of successful international business negotiations Robert T. Moran ; William G. Stripp |
| title_full_unstemmed | Dynamics of successful international business negotiations Robert T. Moran ; William G. Stripp |
| title_short | Dynamics of successful international business negotiations |
| title_sort | dynamics of successful international business negotiations |
| topic | Multinationales Unternehmen (DE-588)4075092-9 gnd Auslandsgeschäft (DE-588)4003763-0 gnd Verhandlung (DE-588)4062875-9 gnd Wirtschaft (DE-588)4066399-1 gnd Management (DE-588)4037278-9 gnd |
| topic_facet | Multinationales Unternehmen Auslandsgeschäft Verhandlung Wirtschaft Management |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=005334234&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
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