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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. Â Key features
include: Â 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. Â 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.
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. Â Key features
include: Â 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. Â 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.
This definitive Research Handbook explores the restructuring
strategies of globalised firms, bringing together a wide range of
topics from export exit, subsidiary divestment and market re-entry
to relocation, offshoring and backshoring. Contributors from
diverse fields including marketing, entrepreneurship, strategic
management and economics provide a multi-dimensional methodological
approach to the analysis of exit. They consider exit both in terms
of export markets and foreign direct investment, and in terms of
subsequent re-entry in the same markets as well as relocation to
other countries. Taking a global view, chapters, which take the
shape of literature reviews, conceptual works and qualitative and
quantitative studies, represent diverse regions and country
contexts, such as China, the EU, Norway, Russia and the US.
Providing an overview of international divestments and their
associated phenomena of relocation and re-entry, the book concludes
by presenting avenues for further research. Drawing together
conceptual works, case studies, quantitative studies, bibliometric
analysis and meta-analysis, this timely Research Handbook will be a
valuable resource for researchers and students of international
business. Its use of empirical case studies will also be valuable
for business practitioners interested in international divestment
and export exit.
This impressive Handbook provides a dynamic perspective on the
international entrepreneurial strategies of SMEs, including the
role and experience of their founders, as well as the collaboration
of these SMEs in networks with larger firms. The expert
contributors from all over the world and the editors explore the
origin and evolution of internationalizing SMEs, the changing
history and the future outlook of this sector. They study the
effects of different cultures on the origin and growth of
entrepreneurship and SMEs. The Handbook also outlines the various
types of Born Globals that emerge from different parts of the
world. This book will prove essential reading for researchers and
students of international business, entrepreneurship and SMEs.
Founders of internationalizing SMEs will also learn about novel
management practices, while educational institutions and
governments will find invaluable insights on how to foster and
support SMEs in their internationalization efforts. Contributors:
P. Belyo, F. Celikel Esser, N.F. Crespo, K. Efrat, M. Fontes, S.
Freeman, M. Gabrielsson, P. Gabrielsson, V.V. Geldres, G. Gripsrud,
B. Hagen, A. Hunneman, S.H. Jang, M.V. Jones, S. Julkunen, J.S.
Kim, S. Kimiagari, O. Kuivalainen, M. Lazaris, L.C. Leonidou, N.
Li, I. Mandl, I. Martins, I. Molnar, B. Montreuil, N.E.M. Ngasri,
A.Z. Nowak, J. Ohn, K. Puumalainen, M. Raatikainen, A.
Rialp-Criado, S. Saarenketo, S. Samiee, R. Shneor, V.C. Simoes,
C.A. Solberg, M.C. Stoian, L. Torkkeli, Y. Vaillant, A. Zucchella
The purpose of the volume is to analyze the impact of European
Union on inward foreign direct investment in Europe and to discuss
what type of effects are being created by this race for FDI.
The volume deals with two levels of discussion: First, by looking
at the policy issues as addressed by the EU authorities and
incentive regimes exercised in single countries by local
governments. Second, by looking at company strategies towards
location selection and whether there is a trend towards
concentration in some countries or regions. Although academically
it is still under discussion, most countries believe that inward
foreign direct investment is beneficial for local economies.
It is considered positive not only for job opportunities but also
for tax income, technological development and competitiveness of
local firms. Countries thus create different type of incentives for
foreign firms, such as; direct incentives/subsidies, tax relief,
soft loans and preferred handling. This race for attracting inward
FDI has been intensified in the European Union. However, there has
hardly been any research to understand the impact of EU on the
competition among EU-countries to attract FDI. This volume will
investigate whether there is such a race or not and provide
evidence from different countries. .
- Provides evidence from different countries
- Analyzes the impact of EU on the competition among EU-countries
to attract FDI
Direct and indirect impacts of terrorism pose serious operational
and management challenges to Multinational Enterprises (MNEs)
especially in Emerging Markets (EM). Emerging markets are popular
destinations for MNEs because the developed markets are saturated.
Using real scenarios from seasoned managers and security managers
of large MNEs, this volume explores the impacts of terrorism on
them and offers strategies and solutions that can provide greater
security to MNEs operating in areas afflicted with terrorism. This
volume would be beneficial for managers, security managers,
scholars and students.
Written by leading scholars, this new third edition provides
readers with a comprehensive and authoritative examination of
emerging markets across the globe. Fully updated in light of the
COVID-19 pandemic and other recent macro drivers, the authors
present analytical frameworks, tools and best practice insights to
help readers develop a critical understanding of the growth
economies presented within the book, alongside their common
characteristics, evolution, and significance in the global economy.
Making use of original cases encompassing countries including
Brazil, China, Russia, Thailand, Turkey and Uzbekistan, the authors
explore the unique challenges and opportunities for emerging
markets throughout the world today, including the rising middle
class, partnering, and negotiation techniques. This text is
essential reading for international business students, researchers
and practitioners focused on business in emerging markets.
Multinational enterprises (MNEs) are believed to contribute towards
economic development of host countries through foreign direct
investment (FDI), which results in poverty alleviation and human
empowerment through linkages and spillovers with local
stakeholders. However, earlier research demonstrates that the
positive impact of FDI is often inconclusive. There is thus a gap
in understanding the link between the activities of MNEs in
developing countries and their impact on socio-economic
development. This volume reports the results of a large
international 'MNEmerge' research project, financed by the European
Commission, and provides an understanding of the impact of MNEs on
United Nations Millennium Development Goals and successive
Sustainable Development Goals in developing countries.
This volume looks at interaction between business firms and
socio-political actors in emerging markets - and how this
relationship can be managed - and deals with the interconnection
between the socio-political organizations in emerging markets and
MNCs. Inferring to different business perspectives, the volume
includes papers studying firms' strategic actions towards
socio-political organizations, i.e. the interplay with
socio-political actors and how this affects firms' competitive
advantage in a particular market. The book discusses this in
relation to a number of critical strategic areas such as brand
building, market orientation and CSR. It also offers a number of
practical illustrations from empirical studies from different
markets. In this volume different authors contribute chapters
focusing on diverse empirical and theoretical aspects covering the
impact of socio-political environments on the success of
international firms.
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.
- Focuses on the most important aspect of international business:
negotiations!
Volume 20 of "Advances in International Marketing" guest-edited by
Professors Sinkovics and Ghauri, addresses the impact on
international marketing of major trends in the external and
internal environment of the firm: technology-enabled international
marketing research, global account management, procurement and
international supplier networks, internationalization of small and
entrepreneurial firms, outsourcing and offshoring, and reliability
and validity issues for construct measurement. The volume is
organized in four part. Part one presents a selection of papers
that focus on the internationalization process of the firm. Part
two combines studies with a small firm perspective and a focus on
entrepreneurship. In the Part 3 on collaborative relationships,
three studies examine value creation in strategic alliances,
investigate reasons for international joint venture dissolution and
offer a conceptual contribution on diversification - whether
diversification results in a firm's value premium or a firm's value
discount. Part 4 is devoted to methodological advancements. This
section provides excellent examples of methodological challenges
faced by today's scholars and managers alike.
Iran is located at the cross-roads of world civilization and
inter-continental trade, and has, throughout its long history,
played an important role in the movement of goods, people and
ideas. The political factors that have hobbled Iran's development
have hitherto prevented scholars, business practitioners and
policymakers fully appreciating Iran's potential as a key player in
the economic, political and technological development of its region
and beyond. This book provides its readers with a fuller
understanding of the economic complexities of the present and the
promise of a future rebirth in an important country, perhaps the
last emerging market; a country whose potential has been dormant or
held in check, but whose significance has remained unaffected.
Although Iran is a large, untapped market and a great potential
contributor to the world economy, after more than three decades of
relative isolation, our knowledge of this country has been
constrained by the dearth of exchanges and the opacity of Iranian
society. The contributing scholars offer a broad overview of the
challenges and opportunities presented by the gradual reintegration
of Iran into the world economy.
This book examines the relationship between multinational firms and
emerging markets, a relationship which has changed profoundly in
the period from the 1950's to the late 1990's.
Governments and multinational firms have moved from a situation of
conflict to one where government policies were seen as a constraint
on the activities of MNE's, and finally to an era of cooperation.
This relationship has been reflected in (and driven by) academic
writing on the subject, of which this book is a selection of the
best examples. The readings in part one show how the critical
conflictual elements of the relationship were emphasized in the
period 1950 to 1975. Latterly, writing has emphasized cooperation,
even harmony, and writers have pointed out that free trade based on
cooperative advantage can bring benefits for all.
The most profound change in the world economy in the early post-war
period was the emergence of successive waves of Asian 'newly
industrializing countries' (NIC's) as key players, bringing new
competition to Western nations and fostering the notion of a 'loss
of competitiveness' in the developed countries, as well as changing
the nature of FDI in the developing countries. These issues are
covered in part two. As outward oriented policies replaced
protectionist ones, emerging country multinationals became salient:
the analysis of their strategies is the subject of part three. Part
four examines how the policies of host governments towards inward
investment have been shaped by the increasing interdependence of
global economic activity. Asian emerging countries went beyond NIC
status to become full global competitors, and the post-communist
nations began to enter the worldeconomy as new NICs. The danger
facing many economies was that of being left on the fringes as
globalisation drew countries together, either through expanded
world trade and FDI or through the creation of trading blocs (EU,
NAFTA, ASEAN-AFTA). The wholly new issues which have inevitably
been thrown up by these changes are examined in the final part of
this collection.
This impressive Handbook provides a dynamic perspective on the
international entrepreneurial strategies of SMEs, including the
role and experience of their founders, as well as the collaboration
of these SMEs in networks with larger firms. The expert
contributors from all over the world and the editors explore the
origin and evolution of internationalizing SMEs, the changing
history and the future outlook of this sector. They study the
effects of different cultures on the origin and growth of
entrepreneurship and SMEs. The Handbook also outlines the various
types of Born Globals that emerge from different parts of the
world. This book will prove essential reading for researchers and
students of international business, entrepreneurship and SMEs.
Founders of internationalizing SMEs will also learn about novel
management practices, while educational institutions and
governments will find invaluable insights on how to foster and
support SMEs in their internationalization efforts. Contributors:
P. Belyo, F. Celikel Esser, N.F. Crespo, K. Efrat, M. Fontes, S.
Freeman, M. Gabrielsson, P. Gabrielsson, V.V. Geldres, G. Gripsrud,
B. Hagen, A. Hunneman, S.H. Jang, M.V. Jones, S. Julkunen, J.S.
Kim, S. Kimiagari, O. Kuivalainen, M. Lazaris, L.C. Leonidou, N.
Li, I. Mandl, I. Martins, I. Molnar, B. Montreuil, N.E.M. Ngasri,
A.Z. Nowak, J. Ohn, K. Puumalainen, M. Raatikainen, A.
Rialp-Criado, S. Saarenketo, S. Samiee, R. Shneor, V.C. Simoes,
C.A. Solberg, M.C. Stoian, L. Torkkeli, Y. Vaillant, A. Zucchella
The ebook edition of this title is Open Access and freely available
to read online. The importance of ethical practices and a
sustainable competitive position is being increasingly emphasised
by all types of business and across all industries. The chapters
collected in Creating a Sustainable Competitive Position discuss
how international firms work with sustainable strategies and their
relationship with the society and environment while exploring the
different opportunities and challenges. While good transparent
ethical behaviour improves a company’s reputation and thus
competitive position, unethical and/or illegitimate behaviour such
as environmental exploitation and corruption can damage a firm’s
global reputation. Several case studies from different markets
demonstrate how this sustainable competitive position can be
achieved by international firms operating in a global market.
Creating a Sustainable Competitive Position includes research-based
cases highlighting different sustainability challenges as well as
theory-based discussions around how firms can manage a
multi-stakeholder perspective in relation to performance. The
extensive research within this volume of International Business and
Management makes it an important read for both managers, leaders
and researchers in the area of strategy, offering ways to stay
ahead of the competition.
This book presents new evidence on what really drives the
competitive performance of organizations in todays multicultural
milieu. This new evidence suggests that only when an organization
develops a strong "Common Glue" that blends its male and female
characteristics harmoniously at the leadership levels, does it
become capable of transcending cultural, geographic and functional
boundaries and of achieving sustainable and superior competitive
performance. Grounded in hard data and empirical evidence
established through a 5-year research project spanning scores of
organizations and company executives world-wide, these breakthrough
findings have far-reaching implications for any institution or
individual person interested in harnessing differences to unleash
the competitive performance of organizations.
This book presents the theoretical background to risk and corporate
crisis management and offers useful methods and techniques
applicable to small and medium sized enterprises in the event of
disastrous situations such as fire, flood, storm, etc. Unlike the
vast majority of literature available in this field, this book:
concentrates on small and medium business organisations;
presents a comprehensive approach to crisis management involving
all aspects of business operations;
adopts a systems approach at an organisational and crisis
management levels;
approaches disaster recovery by identifying targets, instruments
and policies during various phases of the crisis management
process; and
employs commonly available software programs.
*This series: Provides an international perspective to the study of
business, with a special emphasis on management and marketing
issues
*Deals with such topics as globalization, international business
negotiations, cross-cultural communication, entry strategies, doing
business in different regions, and future trends
*Also focuses on the development of international business theory,
methodological issues, the results of empirical studies and the
findings of practitioners
This book explores the role of expatriates in the mobilization,
nurturing and sharing of knowledge between their original
(parent/home) country and the MNCs' host countries. Included are
topics related to the management of knowledge and the tools,
methods and practices that can be customized to facilitate the
transfer of knowledge in MNC settings. The text is an in-depth
international compendium of theoretical and empirical studies about
the role of expatriates in knowledge transfer at global levels.
Thorough and comprehensive, it covers topics recognized by
practitioners, academics, and researchers, yet about which very
little has been published at an international level. It provides
coverage that includes: organizational culture; cross-cultural
differences; globalization; cross-generational issues, technology
based sharing systems; intellectual capital management; linguistic
differences; and, distinctive political practices. This book also
investigates the challenges imposed by culture, generations, tools,
laws, regulations, and language, and examines the benefits of
knowledge management principles that originate from different
cultures, heterogeneous knowledge, and diverse intellectual capital
management in global settings.
Written by leading scholars, this new third edition provides
readers with a comprehensive and authoritative examination of
emerging markets across the globe. Fully updated in light of the
COVID-19 pandemic and other recent macro drivers, the authors
present analytical frameworks, tools and best practice insights to
help readers develop a critical understanding of the growth
economies presented within the book, alongside their common
characteristics, evolution, and significance in the global economy.
Making use of original cases encompassing countries including
Brazil, China, Russia, Thailand, Turkey and Uzbekistan, the authors
explore the unique challenges and opportunities for emerging
markets throughout the world today, including the rising middle
class, partnering, and negotiation techniques. This text is
essential reading for international business students, researchers
and practitioners focused on business in emerging markets.
Hardbound. The collection of papers presented in this volume are
the results of research undertaken by a group of scholars examining
the field of international marketing and purchasing (IMP). This
group of researchers has been conducting IMP studies over the past
two decades in a multi-country setting.This book is a good overview
of marketing as a discipline and provides insightful writing on the
latest developments. The book can be used as supplementary text in
courses as Business-to-Business Marketing, International Marketing
and Marketing theory.
The increasing amounts of money paid out in compensation to
corporate executives have become the subject of a heated public
policy debate on both sides of the Atlantic during the last decade.
The magnitude of these sums, as well as the timing of payments
relative to evidence of corporate success or - more notably,
failure - has surprised and, in many cases, angered employees,
shareholders and politicians, and drawn considerable attention in
the media. Are executives in many firms exploiting their power to
benefit themselves at the expense of other stakeholders or is the
level of compensation the result of an effective market mechanism?
This book is intended to fill a void created by the current focus
of economic, financial and management research on executive
compensation in the USA, and to address whether results from the US
generalize to Europe, whether there is a European model for
executive compensation, and whether European compensation
structures enhance the wealth of shareholders and citizens. The
research presented here provides a foundation for further research
that will help shareholders, their representatives on boards, and
policy makers develop wealth enhancing procedures, contracts and
rules within European corporate governance systems. The book covers
a wide range of issues, including: corporate law and regulation in
the area of corporate governance; prosperity and growth effects of
compensation contracts; effects of compensation packages on
incentives; organization of markets for executives; the choice of
performance measure in performance-linked compensation contracts;
influences from the US on compensation levels in Europe; as well as
country studies of factors affecting compensation packages and
their characteristics. This book will be of interest to academics,
practitioners and policy makers. On the academic side, researchers
and students in the field of business economics, corporate
governance, finance, international business, and management will
discover research results that enhance their knowledge and provide
the basis for further research. Among practitioners, board members,
executives, chief financial officers, and bankers will benefit from
this book when evaluating and designing executive compensation
schemes. Policy makers will find research-based material that can
either support or call into question their preconceived opinions.
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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