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Cross-Cultural Business Negotiations

1 customer review
ISBN-13: 978-0275968038
ISBN-10: 0275968030
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Editorial Reviews


,","."a practical reference on how to conduct business in different cultures around the world....that is user-friendly, practical and full of common sense....[T]his book is a welcome addition to the growing literature in the field of international business negotiation....The book provides valuable insight to understanding negotiations in a cross-cultural context and should be consulted by business executives entering the global marketplace. It is also recommended reading to undergraduate and graduate students specializing in international business."""-Journal of International Consumer Marketing

Book Description

Examines cross-cultural negotiations from the point of view of a practitioner, and provides country profiles with analyses on how to best negotiate.


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Product Details

  • Paperback: 272 pages
  • Publisher: Praeger (September 30, 1999)
  • Language: English
  • ISBN-10: 0275968030
  • ISBN-13: 978-0275968038
  • Product Dimensions: 0.8 x 6.2 x 9.8 inches
  • Shipping Weight: 13.6 ounces (View shipping rates and policies)
  • Average Customer Review: 5.0 out of 5 stars  See all reviews (1 customer review)
  • Amazon Best Sellers Rank: #2,854,769 in Books (See Top 100 in Books)

More About the Author

Donald Wayne Hendon has moved to the "dark side," writing politically incorrect satires. Fractured Fairy Tales: Political Monkey Business was published in September 2014. He is working on his next collection of satires based on current events.

Don earned his Ph.D. in Business from the University of Texas at Austin and his M.B.A.from the University of California at Berkeley. Don has written a dozen best selling business books sold worldwide.

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Most Helpful Customer Reviews

Format: Paperback Verified Purchase
This book analyzes different ways to do business with a variety of cultures. It explains why countries are different in a very clear and interesting way. It describes how culture influences business negotiations, and suggests how to plan, organize a negotiating team, and how much time you should devote to doing business with each specific culture. I studied this book while studying my MSBA and it has been a great tool for me in my professional life.
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