Cross-Cultural Business Negotiations

Edition: Reprint
Format: Paperback
Pub. Date: 1999-09-30
Publisher(s): Greenwood Pub Group
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International business negotiations are made more difficult by problems of communications and culture. In order to conduct business outside of one's native culture, it is necessary to understand the style and intent of the business partners, and to learn to deal with culturally based differences. In addition, communciations are conducted verbally and non-verbally; therefore, it is not just a problem of language barriers. The authors show those involved in international business how to conduct their business communications successfully by seeing what is important about the transactions through eyes of another culture. The authors are widely experienced in cultures other than that of the United States. Having lived and worked in many parts of the world in addition to the United States, the authors advise business professionals and business academicians in this work.

Author Biography

DONALD W. HENDON is President of Business Consultants International, a management consulting and training firm.REBECCA ANGELES HENDON is Assistant Professor, Management Information Systems at Azusa Pacific University.PAUL HERBIG is Assistant Professor of Marketing, the Graduate School of International Trade and Business at Texas A&M International University.

Table of Contents

Introduction ix
What: The Art of Negotiations
Why 1: International Negotiations
Why 2: Cross-Cultural Negotiating Behavior
How 1: Verbal
How 2: Nonverbal Communications in Cross-Cultural Negotiations
When: Before and After---Time, Planning, Debriefing
Who: More or Less---the Composition of the Negotiating Team
Where: Place
What: Contract
Country Study: Indonesia
Country Study: Germany
Country Study: Saudi Arabia
Country Study: Hong Kong/China
Country Study: Australia
Country Study: Philippines
Conclusions: Dos and Don'ts of Cross-Cultural Negotiations
Selected Bibliography 243(10)
Index 253

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