International business negotiations / edited Pervez N. Ghauri and Jean-Claude Usunier.

Includes bibliographical references (p. 409-424) and indexes.

Introduction -- How national culture, organizational culture and personality impact buyer-seller interactions -- A model of the negotiation process with different strategies -- Vis-a-Vis: international business negotiations -- Cultural aspects of international business negotiations -- Hofstede's dimensions of culture and their influence on international business negotiations -- Cross-cultural communication: issues and implications -- The role of time in international business negotiations -- The role of atmosphere in negotiations -- Negotiating sales, export transactions and agency agreeements -- Negotiating licensing agreements -- Negotiating international joint ventures -- Project negotiations: an episode in the relationship -- Preparing mergers and acquisitions in the European Union: the asset of cooperative negotiation -- The IBM-Mexico microcomputer investment negotiations -- Negotiating with Eastern and Central Europe -- Business negotiations between Japanese and Americans -- Negotiating with East Asians -- Some general guidelines for negotiating international business.