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Maude, Barry.

International business negotiation : principles and practice / Barry Maude. - 2nd. ed - Ireland: Bloomsbury Academic, 2020 - xx, 295 pages ; 24 cm

Includes bibliographical references and index.

Machine generated contents note: -- PART I: PRINCIPLES -- 1. International Business Negotiation -- 2. Impact of Culture -- 3. Negotiating Power -- 4. Two-Party and Multi-Party Negotiations -- 5. Negotiation Process -- 6. Selection and Training of IB Negotiators -- PART II: PRACTICE -- 7. Preparing to Negotiate; Pre-Negotiation -- 8. Negotiation Strategies and Outcomes -- 9. International Sales and Marketing Negotiations -- 10. International Business Alliance and Joint Venture Negotiations -- 11. Dispute Resolution: Mediation, Arbitration, Litigation -- 12. Ethical Aspects of International Business Deals.

"A comprehensive text that covers the theory and practice of international business negotiation. Ideal for use as an undergraduate, postgraduate or MBA course text. "--



ISBN: 9781352010046 (paperback)

Subjects--Topical Terms:
Negotiation in business.
International trade.
Business communication.
Corporate culture.
BUSINESS & ECONOMICS / Business Communication / General.

Dewey Class. No.: 658.4052 / M447i