Download PDF by Dr Pervez N Ghauri Professor, Professor Jean-Claude Usunier: International Business Negotiations, Second Edition

By Dr Pervez N Ghauri Professor, Professor Jean-Claude Usunier

ISBN-10: 0080442927

ISBN-13: 9780080442921

This present day there's infrequently any corporation which may declare that it's not keen on overseas enterprise (IB). a big physique of literature is accessible on foreign enterprise, yet there are only a few courses at the most crucial point of IB, particularly negotiations. the aim of this e-book is to reinforce our realizing in regards to the influence of tradition and communique on foreign enterprise negotiations. as a result to discover the issues confronted through Western managers whereas doing company out of the country and supply a few guidance for overseas company negotiations. The e-book is split in 4 elements. the 1st half explains the character of overseas enterprise negotiations. the second one half offers with tradition and its element on foreign enterprise and negotiations. half 3 discusses negotiations for various form of companies and at last, half 4 presents insightful examples from diversified components of the realm and gives concrete instructions to address cross-cultural negotiations.

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Extra info for International Business Negotiations, Second Edition (International Business and Management) (International Business and Management Series)

Sample text

One of his three subordinates acted as an interpreter for the Japanese president, even though the president spoke and understood English. The president asked us to be seated. The interpreter sat on a stool between the two senior excecutives. The general attitude between the parties was friendly but polite. Tea and a Japanese orange drink were served. The Japanese president controlled the interaction completcly, asking questions of all of us Americans through the interpreter. Attention of all the participants was given to each speaker in turn.

Indicators such as “maybe”, “perhaps”, “rather”, “I’ll consider it” and “inconvenient” are some examples of ambiguity in international communication and conversation. “Maybe” and “inconvenient” can mean impossible in 14 Pervez N. Ghauri some cultures. In some cultures even “yes” means “may be” and “perhaps” means “no”. Some languages, for example some Arabic and some Asian languages, traditionally contain exaggerations, fantastic metaphors and repetition, which can be misleading for foreigners.

So, in this respect, our findings are consistent for both interviews and laboratory observations. When we talk with Americans who have negotiated with Japanese, universally they describe them as being “poker-faced”, or as displaying no facial expressions. However, in the laboratory simulations, we focused a camera on each person’s face and recorded all facial expressions. We then counted them, finding no difference in the number of facial expressions (smiles and frowns). Apparently, Americans are unable to “read” Japanese expressions, and they wrongly describe Japanese as expressionless.

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International Business Negotiations, Second Edition (International Business and Management) (International Business and Management Series) by Dr Pervez N Ghauri Professor, Professor Jean-Claude Usunier


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