Global business : planning for sales and negotiations
著者
書誌事項
Global business : planning for sales and negotiations
（The Dryden Press series in marketing）
Dryden Press : Harcourt Brace College Publishers, c1996
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注記
Includes bibliographical references and index
内容説明・目次
内容説明
This text will be useful for anyone involved in business or government transactions with someone from another country. Features: * Since national and international diplomacy isn't the same as cutting a business deal, this text is written from a business rather than diplomatic perspective. * Theory and examples are brought together, equipping students to prepare themselves to analyze new situations. * Students are taught how to prepare before the sale of negotiation, anticipate difficulties, and develop appropriate contingency plans. * Guidelines and models used in the text illustrate the challenges of working across cultural boundaries to meet business objectives. * Easily understood conceptual models are applied to major regions of the world. The models enable students, professors and professionals to clearly see the distinctiveness and cultural identity of each national or ethnic group. * In Chapter 2, the Cultural Classification model, a framework for classifying all major cultural groups worldwide, provides a common process model to examine differences and similarities in international sales and negotiation between groups.
* Unique visual models clearly classify information and variations.
目次
Part I: Understanding Global Economies. The Importance of Thinking Globally. Cultural Classification Model. Part II: Global Strategies of Australia, Canada, Northwestern and Central Europe, And the United States. United States. Canada. Northwestern and Cental Europe. Part III: Global Strategies of Mediterranean Europe. Mediterranean Europe. Part IV: Global Strategies of Latin America. Latin America. Part V: Global Strategies of Traditional Cultures. Traditional Cultures. Chinese Cultures. Japanese Culture. Developing, Centrally Planned, And Formerly Centrally Planned Economies. Part VI: Global Strategies of the Middle East. The Middle East. Part VII: The Art of the Deal in a Global Context.
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