search query: @author Graham, J. L. / total: 13
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| Author: | Rajan, M. N. Graham, J. L. |
| Title: | Nobody's grandfather was a merchant: understanding the Soviet commercial negotiation process and style |
| Journal: | California Management Review
1991 : SPRING, VOL. 33:3, p. 40-57 |
| Index terms: | NEGOTIATION (SALES) USSR CULTURE MANAGEMENT STYLES EXECUTIVES |
| Language: | eng |
| Abstract: | In their eagerness to capitalize on the tremendous opportunities there, American businesses are venturing into the Soviet Union with little or no knowledge of Soviet culture or negotiation processes and style. In addition to encouraging unrealistic expectations, this lack of awareness not only increases the frustrations of negotiating with officials from a non-market economy such as the Soviet Union, but also severely impedes decisions about doing business there. It is imperative that USA business executives understand Soviet negotiation processes and style if they are to be successful in garnering the huge potential of the Soviet market. The necessity for developing personal relationships is emphasized. |
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