| Автор | Martin, Drew |
| Автор | Mayfield, Jackie |
| Автор | Mayfield, Milton |
| Автор | Herbig, Paul |
| Дата выпуска | 1998 |
| dc.description | ABSTRACTAs the global economy becomes more entrenched and the importance of internationalization becomes self evident to American businesses, the number of contacts with foreign agents will escalate. Whether it be buying or selling, the end result often is cross-cultural negotiations. This paper examines international negotiations, how and why it is different from domestic negotiations. and provides some guidelines for increasing one's likelihood of success when conducting international (cross-cultural negotiations). |
| Формат | application.pdf |
| Издатель | Taylor & Francis Group |
| Копирайт | Copyright Taylor and Francis Group, LLC |
| Название | International Negotiations: An Entirely Different Animal |
| Тип | research-article |
| DOI | 10.1300/J090v17n01_04 |
| Print ISSN | 0748-4623 |
| Журнал | Journal of Professional Services Marketing |
| Том | 17 |
| Первая страница | 43 |
| Последняя страница | 61 |
| Аффилиация | Martin, Drew; University of Hawaii-Manoa |
| Аффилиация | Mayfield, Jackie; Graduate School of International Trade and Business Administration, Texas A&M International University |
| Аффилиация | Mayfield, Milton; Graduate School of International Trade and Business Administration, Texas A&M International University |
| Аффилиация | Herbig, Paul; Graduate School of International Trade and Business Administration, Texas A&M International University |
| Выпуск | 1 |
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