000			02275nam\a2200277\a\4500
001			57297
005			20250225122428.0
008			250225s2020 enk 000 0 eng
020			_a9781788978378 _q(hardback)
020			_a9781788978392 _q(paperback)
020			_z9781788978385 _q(ebook)
040			_aDLC _beng _cDLC _erda _dBD-DhIUB
082			_222 _a382.9 _bG4117i
100	1		_aGhauri, Pervez N., _d1948- _eauthor.
245	1	0	_aInternational business negotiations : _btheory and practice / _cPervez N. Ghauri, Ursula F. Ott, Hussain G. Rammal.
260			_aUnited Kingdom: _bEdward Elgar publishing, _c2020
300			_axviii, 288 pages ; _c26 cm
520			_a"This insightful new textbook provides comprehensive coverage of the theories and practices key to negotiating business deals in the twenty-first century. Employing a holistic framework, it offers an understanding of the factors that influence the negotiation process, the challenges associated with negotiating across borders and the strategies used by negotiators. Key features include: An inclusive and systematic framework for international business negotiations, which can be applied in any negotiation context Discussions of conflict resolution and strategies used in negotiating various types of contracts, providing students with a valuable toolset for handling complex and difficult negotiations Contemporary case studies and international real-world examples, which reinforce student understanding of negotiation tactics In-depth illustrations of crucial negotiation theories and methodologies, offering students a strong academic foundation for negotiation practice. Enlightening and comprehensive, this book is an essential text for students of international business negotiations and global strategic management, and is ideal for course leaders in need of an integrated textbook which offers both a theoretical foundation and practical guidance on the landscape of negotiating internationally"--
526			_aSBE _bib _lREF
541			_aRisaam
650		0	_aNegotiation in business.
650		0	_aInternational business enterprises.
650		0	_aInternational trade.
942			_2ddc _cBK
999			_c57297 _d57256