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Cross-Cultural Business Negotiations by Donald W. Hendon

Cross-Cultural Business Negotiations

by Donald W. Hendon
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Book cover type: Hardcover
  • ISBN13: 9781567200645
  • Binding: Hardcover
  • Subject: N/A
  • Publisher: Praeger Publishers
  • Publisher Imprint: Praeger Publishers
  • Publication Date:
  • Pages: 272
  • Original Price: GBP 75.0
  • Language: English
  • Edition: N/A
  • Item Weight: 567 grams
  • BISAC Subject(s): International / General and Leadership

From the Back Cover
International business negotiations are made more difficult by problems of communications and culture. In order to conduct business outside of one's native culture, it is necessary to understand the style and intent of the business partners, and to learn to deal with culturally based differences. In addition, communications are conducted verbally and non-verbally; therefore, language barriers are not the only obstacles. The authors show those involved in international business how to conduct their business communications successfully by seeing what is important about the transactions through the eyes of another culture.

DONALD W. HENDON is President of Business Consultants International, a management consulting and training firm./e Dr. Hendon has been a Professor of Marketing at several universities in the United States, Canada, Australia, and Mexico for over 26 years, and has published several books, including Classic Failures in Product Marketing (Quorum, 1989).

REBECCA ANGELES HENDON is Assistant Professor, Management Information Systems at Azusa Pacific University.

PAUL HERBIG is Assistant Professor of Marketing, the Graduate School of International Trade and Business at Texas A&M International University. Professor Herbig has worked on marketing management and product management with major international corporations, and is widely published in international business. His books include The Innovation Matrix (Quorum, 1994), Innovation Japanese Style (Quorum, 1995), and Marketing Japanese Style (Quorum, 1995).

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