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Tables of Contents for International Business Negotiations
Chapter/Section Title
Page #
Page Count
Series Editor's Preface
ix
Editor's Preface
xi
List of Tables and Figures
xvii
The Contributors
xix
Part I: Introduction
A Framework for International Business Negotiations
3
20
Pervez N. Ghauri
Vis-a-vis: International Business Negotiations
23
28
John L. Graham
Strategies and Tactics in International Business Negotiations
51
24
Ramond Saner
How National Culture, Organizational Culture and Personality Impact Buyer-Seller Interactions
75
22
Sudhir H. Kale
Part II: The Impact of Culture on International Business Negotiations
Cultural Aspects of International Business Negotiations
97
40
Jean-Claude Usunier
Hofstede's Dimensions of Culture and their Influence on International Business Negotiations
137
18
Geert Hofstede
Jean-Claude Usunier
International Multilateral Negotiations and Social Networks
155
16
R. Bruce Money
The Role of Time in International Business Negotiations
171
34
Jean-Claude Usunier
The Role of Atmosphere in Negotiations
205
18
Pervez N. Ghauri
Part III: Negotiating Different Type of Projects
Negotiating Sales, Export Transactions and Agency Agreements
223
20
J. B. McCall
Negotiating Licensing Agreements
243
32
Vernon Parker
Bolter Turbines, Inc. Negotiation Simulation
275
16
John L. Graham
Negotiating Mergers and Acquisitions in the European Union
291
36
Viviane de Beaufort
Alain P. Lempereur
Part IV: Negotiating in Different Parts of the World
The IBM-Mexico Microcomputer Investment Negotiations
327
36
Stephen E. Weiss
Negotiating with Eastern and Central Europe
363
30
Pervez N. Ghauri
Business Negotiations between Japanese and Americans
393
18
John L. Graham
Yoshihiro Sano
Negotiating with the Chinese: A Process View
411
26
Pervez N. Ghauri
Tony Fang
Part V: General Guidelines
Ethical Aspects of International Business Negotiations
437
24
Jean-Claude Usunier
Some General Guidelines for Negotiating International Business
461
20
Pervez N. Ghauri
Jean-Claude Usunier
References
481
28
Author Index
509
6
Subject Index
515