haku: @author Herbig, P. / yhteensä: 18
viite: 4 / 18
Tekijä:Gulbo, R.
Herbig, P.
Otsikko:Negotiating successfully in cross-cultural situations
Lehti:Industrial Marketing Management
1996 : MAY, VOL. 25:3, p. 235-242
Asiasana:MARKETING
MANAGEMENT
NEGOTIATION
Kieli:eng
Tiivistelmä:As the global economy becomes more entrenched and the importance of internationalization becomes self-evident to American businesses, the number of contacts with foreign businesses and their agents will escalate. Whether buying or selling, an integral part of the process often includes cross-cultural negotiations. What determines the success or failure of these negotiations? This study examines those factors and provides recommendations for increasing the likelihood of success in a cross-cultural negotiation situation.
SCIMA tietueen numero: 148866
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