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25 апреля 2009 | Автор: Admin | Рубрика: Научная литература » Экономика | Комментариев: 0

Pervez N. Ghauri, Jean-Claude Usunier "International Business Negotiations, 2nd.Edition"
Pergamon | 2003-09-30 | ISBN: 0080442935 | 544 pages | PDF | 1,6 MB

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 negotiation, 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. 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.

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