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INTERNATIONAL BUSINESS
NEGOTIATIONS
(2nd Edition)

INTERNATIONAL BUSINESS AND MANAGEMENT SERIES
Series Editor: Pervez N. Ghauri
Published
CONTRACTOR & LORANGE
Alliances and ...

INTERNATIONAL
BUSINESS NEGOTIATIONS
(2nd Edition)
EDITED BY
PERVEZ N. GHAURI
UMIST, Manchester, UK
JEAN-CLAUDE USUNIER
Uni...

ELSEVIER Ltd
The Boulevard, Langford Lane
Kidlington, Oxford OX5 1GB, UK
© 2003 Elsevier Ltd. All rights reserved.
This wo...

Contents
Series Editor’s Preface ix
Editor’s Preface xi
List of Tables and Figures xvii
The Contributors xix
Part I: Intro...

8. The Role of Time in International Business Negotiations 171
Jean-Claude Usunier
9. The Role of Atmosphere in Negotiatio...

References 481
Author Index 509
Subject Index 515
Contents vii

Series Editor’s Preface
The first edition of this book, published in 1996, was one of the most successful
books in this se...

Editor’s Preface
Business negotiations are increasingly recognised as a full part of the
managerial process, highly releva...

framework for conducting the relationship with them are now considered key
success factors. Technology often plays a major...

impact buyer-seller interactions; it sets in perspective the respective roles of
country, corporate and individual variabl...

tremendous changes over the last five years. The following two chapters are
dedicated to North-South business negotiations...

certain way. It may serve too as a base for preparing some negotiation in a
specific area of the world, or with partners f...

List of Tables and Figures
Table 2.1 Verbal Negotiation Tactics (The “What” of
Communications) 35
Table 2.2 Linguistic Asp...

Table 15.1 The New Members of the European Union from Eastern
Europe (2004, 2007) 364
Table 15.2 Nature of Negotiation in ...

The Contributors
Viviane de Beaufort is Professor of Law and European Institutions at ESSEC,
France. Completing her law ed...

Marketing Science, the Journal of Consumer Research and the Journal of
International Business Studies.
Geert Hofstede is E...

in business schools in Finland, France, Sweden and the United Kingdom and
has published books and journal articles in thes...

building projects in the public sector throughout the world. He has been a
consultant to European and Asian governments, m...

Part I:
Introduction

Chapter 1
A Framework for International Business
Negotiations
Pervez N. Ghauri
The Nature of Business Negotiation
Negotiat...

share information with the other party unless they have to, and they want to get
the maximum information on and from the o...

individual level, individuals involved in the process of negotiation have
different cultural backgrounds not only due to d...

market and expect to do future business with it and with the surrounding
countries’ markets. Common and complementary obje...

Atmosphere
The relationship developed during the negotiation process between the parties
is characterized by an atmosphere...

relationship is unbalanced if one of the parties perceives more power, or if one
party is dependent on the other.
The last...

where parties begin to understand one another’s needs and evaluate the benefits
of entering into the process of negotiatio...

necessary to acquire commitment from both parties. The parties should,
therefore, truly and openly discuss each other’s ob...

negotiators should list the problems and issues, especially the conflicting issues
and form strategies and choices for all...

cultural and business traditions prevailing in different countries, international
negotiations inherently involve a discus...

Trouble may arise later during the implementation of the contract if parties are
too eager to reach an agreement and do no...

some cultures. In some cultures even “yes” means “may be” and “perhaps”
means “no”. Some languages, for example some Arabi...

party starts with a very high initial offer and remains firm on its offer and
expects the other party to make the first co...

to rid yourself of an adversarial position. The reality is that you
have a mutual problem, which you are going to solve to...

Comparison of one’s own and the other party’s strengths and weaknesses is
quite important. In business negotiations, the o...

party can ask the customer to pay cash instead of the one-year credit proposed.
In one case, the buyer demanded a 5% conce...

The problems of perception and language barriers often cause difficulties in
the negotiation process. This is frustrating ...

be handled here. Parties can agree on adjustments in the event of exchange rate
variations. The party with greater informa...

for individual or team negotiations Team negotiation affords marketers the
opportunity to benefit from the advice and guid...

Negotiators must be in a position to change their strategies and arguments,
as the process of negotiation is highly dynami...

Chapter 2
Vis-à-vis: International Business
Negotiations
John L. Graham
“All ya gotta do is act naturally . . .”
Ringo Sta...

looked more like a NASA maximum-gravity experiment or perhaps a new
cosmonaut launching system Thankfully he didn’t lose h...

Marlin Fishing in Brazil (Rio de Janeiro)
Having a big fish on the end of the line can be quite exciting. It can also be a...

conspicuously glanced at his watch, and then asked his client what he knew
about the bank’s new services.
“A little”, resp...

That Brazilian never did get close to the boat, and it was not clear that the
local rep could fix things after the VP retu...

counterpart in a high-stakes business negotiation? Later in the article I’ll talk
more about some of the other strategic a...

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