Intercultural Business Negotiations: Deal-Making or Relationship Building

Book Details:

• Publisher: Routledge

• Author: Jean-Claude Usunier

• Language: English

• Edition: 1st Edition

• ISBN: 9781138577015

• Pages: 364

• Cover: Paperback

• Dimensions: 9.2 x 6.1 x 0.8 inches

About the Book:

Intercultural Business Negotiations by Jean-Claude Usunier is an essential guide for managers, leaders, and anyone involved in international business negotiations. In a globalized business environment, understanding and managing cultural differences are crucial for achieving successful outcomes. This book highlights two key components of negotiations: the Deal and the Relationship. Countries and cultures prioritize these components differently, and this book examines how these priorities influence both the negotiation process and its final result.

Through a refined and contextualized framework, Usunier provides managers with the essential skills needed to navigate complex negotiations where cultural, communication, and time orientation differences play a significant role. The book systematically addresses both dispositional and situational factors of negotiations, while integrating cultural aspects that shape negotiation styles across the globe.

In addition to its comprehensive analysis, the book is supported by an author-run companion website containing negotiation simulations, detailed instructions for participants, and teaching notes for instructors. This makes it a valuable resource not only for practitioners but also for those studying international business negotiations.

Usunier, an expert with over 30 years of experience in international marketing, intercultural business negotiations, and comparative management, offers a deep dive into the subtleties of negotiating across cultures. Intercultural Business Negotiations is an accessible, yet authoritative resource, perfect for anyone interested in global business, cultural communication, and negotiation strategies.