haku: @author Herbig, P. / yhteensä: 18
viite: 3 / 18
| Tekijä: | Gulbro, R. Herbig, P. |
| Otsikko: | Negotiating successfully in cross- cultural situations |
| Lehti: | Industrial Marketing Management
1996 : MAY, VOL. 25:3, p. 235-241 |
| Asiasana: | |
| Vapaa asiasana: | EINKAUF, ABSATZMANAGEMENT, MULTINATIONALE UNTERNEHMEN, KONFERENZ |
| Kieli: | eng |
| Tiivistelmä: | As the global economy becomes more entrenched and the importance of internationalization becomes self-evident, 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