Today there is hardly any company that can claim that it is not
involved in international business (IB). A huge body of literature
is available on international business, but there are very few
publications on the most important aspect of IB, namely
negotiations. The purpose of this book is to enhance our
understanding about the impact of culture and communication on
international business negotiations. Consequently to explore the
problems faced by Western managers while doing business abroad and
provide some guidelines for international business negotiations.
The book is divided in four parts. The first part explains the
nature of international business negotiations. The second part
deals with culture and its aspect on international business and
negotiations. Part three discusses negotiations for different type
of businesses and finally, part four provides insightful examples
from different parts of the world and provides concrete guidelines
to handle cross-cultural negotiations. It focuses on the most
important aspect of international business: negotiations!
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