TY  - BOOK
AU  - Maude,Barry
TI  - International business negotiation: principles and practice 
SN  - 9781352010046 (paperback)
U1  - 658.4052 23
PY  - 2020///
CY  - Ireland
PB  - Bloomsbury Academic
KW  - Negotiation in business
KW  - International trade
KW  - Business communication
KW  - Corporate culture
KW  - BUSINESS & ECONOMICS / Business Communication / General
KW  - bisacsh
N1  - 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; SBE; ib
N2  - "A comprehensive text that covers the theory and practice of international business negotiation. Ideal for use as an undergraduate, postgraduate or MBA course text. "--
ER  -