1st Edition

Intercultural Business Negotiations Deal-Making or Relationship Building

By Jean-Claude Usunier Copyright 2019
    374 Pages 13 B/W Illustrations
    by Routledge

    374 Pages 13 B/W Illustrations
    by Routledge

    Negotiations occupy a prominent place in the world of business, especially when it comes to international deals. In an increasingly global business environment, understanding and managing cultural differences is key to successful negotiations.

    This book highlights two basic components of negotiations: the Deal and the Relationship. Countries and cultures place different value and priority on these components both in the negotiation process and in the outcome. Intercultural Business Negotiations provides a guiding framework that is both refined and contextualized and provides managers with the key skills necessary to navigate difficult negotiations where partners may differ in terms of culture, communication style, time orientation, as well as personal and professional backgrounds. The book systematically examines both dispositional and situational aspects of negotiations in interaction with cultural factors. 

    Intercultural Business Negotiations is an accessible resource for managers, leaders, and those interested in or studying business negotiations globally. It is accompanied by an author run companion website containing negotiation simulations, instructions for players, and teaching notes for instructors.

    Preface, Part one – Calculative vs Relational rationality in Intercultural Business Negotiations, Chapter 1 - Deal and/or Relationship, Chapter 2 - A Cultural Perspective on Deal-Making versus Relationship-Building, Chapter 3 - Quandaries in negotiation: Dilemmas, Conflicts, and Disputes in ICBN, Chapter 4 - Cultural Time Orientations in Negotiation, Part two – People and Processes, Chapter 5 - Intercultural Communication for business Negotiations, Chapter 6 - Negotiation styles: Gender, Personality, Profession, and Organization, Chapter 7 - The Intercultural Business Negotiation Process, Chapter 8 - ICBN strategies and tactics, Part three – Agreements, Ethics, and Styles in ICBN, Chapter 9 - Negotiating different types of ICBN contracts, Chapter 10 - Ethical Issues in Intercultural Business Negotiations, Chapter 11 - Some elements of the national style of business negotiations, Recommendations for effective intercultural business negotiations, Index


    Jean-Claude Usunier is Emeritus Professor in the Faculty of Business and Economics at the University of Lausanne, Switzerland. He has more than 30 years’ experience in cultural and linguistic aspects of international marketing, intercultural business negotiations, and comparative management and has published 15 books and many research articles in international journals.

    "In this impressive book, Jean-Claude Usunier helps businesses to avoid pitfalls in negotiation with parties from other national backgrounds, applying insights from intercultural management to international deals, essential for sales force management."
    Geert Hofstede, Professor Emeritus, School of Business and Economics, Maastricht University, the Netherlands

    "Professor Usunier’s new book builds on established theories of international negotiations and offers a novel approach of linking culture and communication patterns of negotiation behaviour with the equally important legal and political contexts of international negotiations, namely ethical standards, bribery and buying of influence."
    Raymond Saner, Director, Diplomacy Dialogue, Geneva, Switzerland