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International Business Negotiations - 2nd Edition

Pr. Pervez Ghauri (UMIST, Manchester) and Pr. Jean-Claude Usunier (HEC, University of Lausanne)
(Pergamon/Elsevier, 2003)

Today there is hardly any company that can claim that it is not involved in international business (IB). A huge body of literature is available on international business, but there are very few publications on the most important aspect of IB, namely negotiations. The purpose of this book is to enhance our understanding about the impact of culture and communication on international business negotiations. Consequently to explore the problems faced by Western managers while doing business abroad and provide some guidelines for international business negotiations. The book is divided in four parts. The first part explains the nature of international business negotiations. The second part deals with culture and its aspects on international business and negotiations. Part three discusses negotiaitons for different type of businesses and finally, part four provides insightful examples from different parts of the world and provides concrete guidelines to handle cross-cultural negotiations. We believe that students at Masters and MBA levels will find it an invaluable aid in understanding international business negotiations and complexities of doing business abroad.

The Editors

Pervez Ghauri earned his PhD from Uppsala University in Sweden and is at present Professor of International Business in Manchester School of Management, UMIST in United Kingdom. He is also director of International Business Research Centre (IBRC) at UMIST and Editor of International Business Review (IBR). He has authored/edited dozens of books and numerous articles on the topics International Business, Negotiations and International Marketing. He has also consulted with a number of organizations such as Ericsson, UNCTAD and Airbus Industries.

Jean-Claude Usunier is Professor of Marketing and International Business at the Graduate School of Business (HEC) and director of the Institute of International Management (IUMI) of the University of Lausanne (Switzerland). His research deals with cross-cultural marketing and comparative management as well as cultural issues in global marketing. He has published ten books and over forty articles in journals such as Management International Review, Management Learning, International Business Review, Journal of Economic Psychology, and European Management Journal.

The Contributors

Viviane de Beaufort, Tony Fang, John Graham, Geert Hofstede, Sudhir Kalé, Alain Lempereur, J.B. McCall, R. Bruce Money, Vernon Park, Arvind Parkhe, Raymond Saner, Yoshihiro Sano, Stephen Weiss

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