Overview: The success of international business relationships
depends on effective business negotiations. Negotiators need to
be well prepared. Understanding how to achieve international business
negotiation outcomes and the factors relevant to the process will
allow negotiators to be more successful.
Based on theories of negotiation with a cultural focus, this
study focuses on the dimensions of negotiating outcomes and process
as perceived by Thai and International business negotiators related
to past cross-cultural international business negotiations. From
a review of negotiation practices a questionnaire focusing on
positive retrospective negotiation experiences was developed and
sent to executives working in Thailand.
Tags: International Business Negotiations, Outcomes and
Performance, Culture and Negotiations
Format: HTML | Size: 95 KB
Source: immi.se
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