Global business: planning for sales and negotiations
Gespeichert in:
| Hauptverfasser: | , |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
Fort Worth [u.a.]
Dryden Press [u.a.]
1996
|
| Schriftenreihe: | The Dryden Press series in marketing
|
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | XVII, 238 S. Ill., graph. Darst. |
| ISBN: | 0030105196 |
Internformat
MARC
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| 245 | 1 | 0 | |a Global business |b planning for sales and negotiations |c Camille P. Schuster ; Michael J. Copeland |
| 264 | 1 | |a Fort Worth [u.a.] |b Dryden Press [u.a.] |c 1996 | |
| 300 | |a XVII, 238 S. |b Ill., graph. Darst. | ||
| 336 | |b txt |2 rdacontent | ||
| 337 | |b n |2 rdamedia | ||
| 338 | |b nc |2 rdacarrier | ||
| 490 | 0 | |a The Dryden Press series in marketing | |
| 650 | 7 | |a Communication interculturelle |2 ram | |
| 650 | 7 | |a Culturele betrekkingen |2 gtt | |
| 650 | 7 | |a Internationalisatie |2 gtt | |
| 650 | 7 | |a Management |2 gtt | |
| 650 | 7 | |a Marchés d'exportation - Études transculturelles |2 ram | |
| 650 | 7 | |a Négociations (affaires) - Études transculturelles |2 ram | |
| 650 | 7 | |a Ventes - Gestion - Études transculturelles |2 ram | |
| 650 | 4 | |a Globalisierung | |
| 650 | 4 | |a Interkulturelle Kommunikation | |
| 650 | 4 | |a Multinationales Unternehmen | |
| 650 | 4 | |a Export marketing |x Cross-cultural studies | |
| 650 | 4 | |a Intercultural communication | |
| 650 | 4 | |a International business enterprises |x Management |x Cross cultural studies | |
| 650 | 4 | |a Negotiation in business |x Cross-cultural studies | |
| 650 | 4 | |a Sales management |x Cross-cultural studies | |
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| 650 | 0 | 7 | |a Internationalisierung |0 (DE-588)4162106-2 |2 gnd |9 rswk-swf |
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Datensatz im Suchindex
| _version_ | 1804126697110372352 |
|---|---|
| adam_text | Contents
Preface vii
Part I - Understanding Global Dynamics 1
1 The Importance of Thinking Globally 3
Orientation to Sales and Negotiation 4
Culture 8
Communication 9
Currency 9
Role of Government and Legal System 9
Location and Environment 10
Business Practices 11
2 Culture Classification Model 17
Culture Classification Model 17
North American and Northwestern and Central European 19
Mediterranean European 20
Latin American 22
Traditional Cultures 23
Middle Eastern 25
Discussion 26
Global Sales and Negotiation Model 27
Entry into Network 29
Business Relationships 30
Personal Relationships 30
Orientation 31
Interests 31
Influence and Persuasion 32
Concessions and Compromise 32
Agreements 33
Maintaining the Relationship 33
Discussion 33
XIII
CONTENTS
X I V
Part II - Global Strategies of the United States,
Canada, Australia, and Northwestern
and Central Europe 37
United States 39
Theoretical Approaches 39
Sales and Negotiation Process 41
Network Entry 41
Business Relationships 42
Personal Relationships 45
Orientation 46
Interests 47
Influence and Persuasion 47
Concessions and Compromise 51
Agreements 52
Maintaining the Relationship 52
Conclusions 53
Canada and Australia 62
Network Entry 65
Business Relationships 65
Personal Relationships 66
Orientation 67
Interests 67
Influence and Persuasion 67
Concessions and Compromise 68
Agreements 69
Maintaining Relationships 69
Conclusions 69
Northwestern and Central Europe 72
Network Entry 76
Business Relationships 77
Personal Relationships 79
Orientation 80
Interests 81
Influence and Persuasion 81
Concessions and Compromise 83
Agreements 84
CONTENTS
X V
Maintaining Relationships 85
Conclusions 85
Part III - Global Strategies
of Mediterranean Europe 89
6 Mediterranean Europe 91
Network Entry 92
Business Relationships 93
Personal Relationships 94
Orientation 95
Interests 96
Influence and Persuasion 96
Concessions and Compromise 98
Agreements 99
Maintaining Relationships 100
Conclusions 100
Part IV - Global Strategies of Latin America 103
7 Latin America 105
Network Entry 106
Business Relationships 107
Personal Relationships 109
Orientation 112
Interests 113
Influence and Persuasion 113
Concessions and Compromise 116
Agreements 116
Maintaining Relationships 118
Conclusions 119
Part V - Global Strategies of
Traditional Cultures 123
8 Chinese Cultures 136
Network Entry 137
Business Relationships 140
Personal Relationships 141
CONTENTS
X V I
Orientation 143
Interests 144
Influence and Persuasion 145
Concessions and Compromise 147
Agreements 148
Maintaining Relationships 150
Conclusions 150
9 Japanese Cultures 154
Network Entry 155
Business Relationships 159
Personal Relationships 160
Orientation and Interests 162
Influence and Persuasion 164
Concessions and Compromise 166
Agreements 168
Maintaining Relationships 169
Conclusions 170
i o Developing Centrally-Planned, and Formerly Centrally-
Planned Economies 175
Network Entry 176
Business Relationships 180
Personal Relationships 181
Orientation 185
Interests 185
Influence and Persuasion 186
Concessions and Compromise 187
Agreements 189
Maintaining Relationships 190
Conclusions 190
Part VI - Global Strategies of the Middle East 195
11 The Middle East 200
Network Entry 200
Business Relationships 203
Personal Relationships 203
Orientation 207
CONTENTS
XVII
Interests 208
Influence and Persuasion 208
Concessions and Compromise 209
Agreements 211
Maintaining Relationships 212
Conclusions 212
Part VII - The Art of the Deal in
a Global Context 217
12 Guidelines 219
Team Composition 220
Team Selection 221
Culture Differences 222
Schedule for Local Preparation Activities 225
Conclusions 227
Index 229
|
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| id | DE-604.BV012091751 |
| illustrated | Illustrated |
| indexdate | 2024-07-09T18:21:34Z |
| institution | BVB |
| isbn | 0030105196 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-008188724 |
| oclc_num | 35068027 |
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| owner_facet | DE-945 DE-19 DE-BY-UBM DE-473 DE-BY-UBG |
| physical | XVII, 238 S. Ill., graph. Darst. |
| publishDate | 1996 |
| publishDateSearch | 1996 |
| publishDateSort | 1996 |
| publisher | Dryden Press [u.a.] |
| record_format | marc |
| series2 | The Dryden Press series in marketing |
| spelling | Schuster, Camille P. Verfasser aut Global business planning for sales and negotiations Camille P. Schuster ; Michael J. Copeland Fort Worth [u.a.] Dryden Press [u.a.] 1996 XVII, 238 S. Ill., graph. Darst. txt rdacontent n rdamedia nc rdacarrier The Dryden Press series in marketing Communication interculturelle ram Culturele betrekkingen gtt Internationalisatie gtt Management gtt Marchés d'exportation - Études transculturelles ram Négociations (affaires) - Études transculturelles ram Ventes - Gestion - Études transculturelles ram Globalisierung Interkulturelle Kommunikation Multinationales Unternehmen Export marketing Cross-cultural studies Intercultural communication International business enterprises Management Cross cultural studies Negotiation in business Cross-cultural studies Sales management Cross-cultural studies Marketing (DE-588)4037589-4 gnd rswk-swf Internationalisierung (DE-588)4162106-2 gnd rswk-swf Internationalisierung (DE-588)4162106-2 s Marketing (DE-588)4037589-4 s DE-604 Copeland, Michael J. Verfasser aut Digitalisierung UB Bamberg - ADAM Catalogue Enrichment application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=008188724&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Schuster, Camille P. Copeland, Michael J. Global business planning for sales and negotiations Communication interculturelle ram Culturele betrekkingen gtt Internationalisatie gtt Management gtt Marchés d'exportation - Études transculturelles ram Négociations (affaires) - Études transculturelles ram Ventes - Gestion - Études transculturelles ram Globalisierung Interkulturelle Kommunikation Multinationales Unternehmen Export marketing Cross-cultural studies Intercultural communication International business enterprises Management Cross cultural studies Negotiation in business Cross-cultural studies Sales management Cross-cultural studies Marketing (DE-588)4037589-4 gnd Internationalisierung (DE-588)4162106-2 gnd |
| subject_GND | (DE-588)4037589-4 (DE-588)4162106-2 |
| title | Global business planning for sales and negotiations |
| title_auth | Global business planning for sales and negotiations |
| title_exact_search | Global business planning for sales and negotiations |
| title_full | Global business planning for sales and negotiations Camille P. Schuster ; Michael J. Copeland |
| title_fullStr | Global business planning for sales and negotiations Camille P. Schuster ; Michael J. Copeland |
| title_full_unstemmed | Global business planning for sales and negotiations Camille P. Schuster ; Michael J. Copeland |
| title_short | Global business |
| title_sort | global business planning for sales and negotiations |
| title_sub | planning for sales and negotiations |
| topic | Communication interculturelle ram Culturele betrekkingen gtt Internationalisatie gtt Management gtt Marchés d'exportation - Études transculturelles ram Négociations (affaires) - Études transculturelles ram Ventes - Gestion - Études transculturelles ram Globalisierung Interkulturelle Kommunikation Multinationales Unternehmen Export marketing Cross-cultural studies Intercultural communication International business enterprises Management Cross cultural studies Negotiation in business Cross-cultural studies Sales management Cross-cultural studies Marketing (DE-588)4037589-4 gnd Internationalisierung (DE-588)4162106-2 gnd |
| topic_facet | Communication interculturelle Culturele betrekkingen Internationalisatie Management Marchés d'exportation - Études transculturelles Négociations (affaires) - Études transculturelles Ventes - Gestion - Études transculturelles Globalisierung Interkulturelle Kommunikation Multinationales Unternehmen Export marketing Cross-cultural studies Intercultural communication International business enterprises Management Cross cultural studies Negotiation in business Cross-cultural studies Sales management Cross-cultural studies Marketing Internationalisierung |
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