Read complete books and articles on: Business Negotiation

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11 of the Best Books and Articles on: Business Negotiation

as selected by Questia librarians

1.

The Bargaining Manager: Enhancing Organizational Results through Effective Negotiation » Read Now
by Bernard A. Ramundo. 163 pgs.

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Ramundo demonstrates that bargaining is the logical substitute for bossing and the reality of the expanded negotiating role of the manager. He establishes that negotiation is a technical managerial skill which can fill the void created by the absence of meaningful management process. To resolve the...
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Ramundo demonstrates that bargaining is the logical substitute for bossing and the reality of the expanded negotiating role of the manager. He establishes that negotiation is a technical managerial skill which can fill the void created by the absence of meaningful management process. To resolve the dilemma that bargaining is inherently neutral and can be abused, he shows how advocacy and other pursuit of personal interest can be controlled by the organization. He concludes by proposing that his effective-negotiation system, shown to be easily assimilated and most compatible with the management process, be institutionalized as an integral part of that process. Ramundo's approach is refreshingly basic in identifying commitment to the organization and effective managerial process as the keys to more effective management.
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2.

Strategies of Cooperation: Managing Alliances, Networks, and Joint Ventures » Read Now
by John Child, David Faulkner. 378 pgs.

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Strategic alliances are increasingly common, as many organizations look toward various partnering arrangements. This book is a clear and comprehensive survey by two experienced authors with extensive knowledge of alliances in Europe, Asia, and America. They present different disciplinary...
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Strategic alliances are increasingly common, as many organizations look toward various partnering arrangements. This book is a clear and comprehensive survey by two experienced authors with extensive knowledge of alliances in Europe, Asia, and America. They present different disciplinary perspectives (economics, strategy, organization theory), and offer numerous examples from the corporate world, all of which combine to create an ideal work for business students and managers alike wishing to understand the challenges of managing alliances.
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3.

Cross-Cultural Business Negotiations » Read Now
by Donald W. Hendon, Rebecca Angeles Hendon, Paul Herbig. 260 pgs.

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Cross-cultural business negotiations are an important part of international business. Much business has been lost overseas due to miscalculations caused by cultural differences. Negotiating is a lengthy, difficult process by itself; but, when one adds the cultural aspect it becomes extremely...
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Cross-cultural business negotiations are an important part of international business. Much business has been lost overseas due to miscalculations caused by cultural differences. Negotiating is a lengthy, difficult process by itself; but, when one adds the cultural aspect it becomes extremely intricate. Cross-cultural negotiation skills can be improved by adequate attention to details and a better understanding of the cultural heritage of the other side. This work examines cross-cultural negotiations from the point of view of a practitioner, and provides country profiles with advice on how to best negotiate with people from those countries.
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4.

How Location Impacts International Business Negotiations, in Review of Business » Read Now
by Jackie Mayfield, Milton Mayfield, Drew Martin, Paul Herbig. 4 pgs.

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...location impacts international business negotiations. by Jackie Mayfield...Guidelines for International Business Negotiations." International Marketing...Cross Cultural...
5.

Japanese Communication: Language and Thought in Context » Read Now
by Senko K. Maynard. 258 pgs.

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...little doubt, however, that Japanese business staff places importance on work-related...Japaniizu bijinesuman Japanese businessman in Japanese-English in an early...
6.

Japanese-U.S. Business Negotiations: A Cross-Cultural Study » Read Now
by Don R. McCreary. 122 pgs.

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...JAPANESE - U.S. BUSINESS NEGOTIATIONS A Cross-Cultural Study...McCreary, Don R. Japanese -- U.S. business negotiations. "Praeger special studies...extends into the realm of...
7.

Chinese Negotiating Style: Commercial Approaches and Cultural Principles » Read Now
by Lucian W. Pye. 122 pgs.

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How precisely do the Chinese negotiate contracts and other agreements? Do they follow conventions similar to those of Europeans? To the Japanese? Is there a pattern or style to their negotiations? These are the types of issues examined and resolved in Pye's guide. The volume is based on extensive...
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How precisely do the Chinese negotiate contracts and other agreements? Do they follow conventions similar to those of Europeans? To the Japanese? Is there a pattern or style to their negotiations? These are the types of issues examined and resolved in Pye's guide. The volume is based on extensive interviews with Americans and Japanese who have had considerable first-hand experience negotiating with the Chinese, and an effort has been made to highlight the areas in which there has been the greatest amount of confusion and misunderstanding for American business people.
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8.

Working with Chinese Expatriates in Business Negotiations: Portraits, Issues, and Applications » Read Now
by Maria Lai-Ling Lam. 188 pgs.

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This is a study of Chinese expatriates who are working for American clients that seek joint ventures and other business relationships with mainland Chinese business and governmental organizations. The main focus of the study is how these Chinese middlemen and women work to create harmonious business...
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This is a study of Chinese expatriates who are working for American clients that seek joint ventures and other business relationships with mainland Chinese business and governmental organizations. The main focus of the study is how these Chinese middlemen and women work to create harmonious business relationships between members of the two very different cultures. The data and the interpretations will be of keen interest to any American business seeking to conduct joint ventures and other forms of commerce in China. The research will also be of interest to any Chinese organization seeking to work more effectively with Americans.
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9.

New Tools for Negotiators, in The McKinsey Quarterly » Read Now
by Tera Allas, Nikos Georgiades. 12 pgs.

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...complex deals. Negotiations are the stuff of business life, and volumes...however, few business leaders feel...multiparty negotiations. 1 With the...So far, few businesses...
10.

Why Negotiations Go Wrong: Five Common Mistakes in Judgment Defeat Our Efforts to Solve Personal, Business and International Conflicts, in Psychology Today » Read Now
by Max H. Bazerman. 5 pgs.

...Why Negotiations Go Wrong; Five Common...Efforts to Solve Personal, Business and International Conflicts...as accuratetoday, when negotiation is woven into the...
11.

The Savvy Negotiator: Building Win-Win Relationships » Read Now
by William F. Morrison. 202 pgs.

Collections: Entire Library