Negotiations in international business: a comparative study of negotiations in Germany and India
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
Aachen
Shaker
2013
|
| Schriftenreihe: | Wirtschaftswissenschaftliches Forum der FOM
18 |
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | Literaturangaben |
| Beschreibung: | XI, 120 S. graph. Darst. 21 cm, 198 g |
| ISBN: | 9783844020892 |
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| 245 | 1 | 0 | |a Negotiations in international business |b a comparative study of negotiations in Germany and India |c Parvinder Singh Anand |
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Datensatz im Suchindex
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| adam_text | TABLE OF CONTENTS
LIST OF ABBREVIATIONS IX
LIST OF FIGURES X
LIST OF TABLES XI
1 INTRODUCTION 1
2 SIGNIFICANCE OF STUDY 3
3 METHODOLOGY 4
3.1 SETTING UP THE SAMPLE 4
3.2 RESEARCH DESIGN 4
3.3 METHODS OF DATA COLLECTION 5
3.4 DATA ANALYSIS 6
4 UNDERSTANDING NEGOTIATION 7
4.1 DEFINITION 7
4.2 ZOPA 7
4.3 BATNA 8
4.4 NEGOTIATOR S DILEMMA 9
5 CROSS-CULTURAL INFLUENCE ON NEGOTIATION FRAMEWORK 10
5.1 BACKGROUND 11
5.2 ATMOSPHERE 11
5.3 NEGOTIATION PROCESS 11
5.3.1 PRE-NEGOTIATION 11
5.3.2 FACE-TO-FACE NEGOTIATION 13
5.3.3 POST-NEGOTIATION 16
6 QUANTIFYING THE INFLUENCE OF CULTURE ON NEGOTIATIONS 18
6.1 UNDERSTANDING CULTURE 18
6.2 HOFSTEDE S NATIONAL CULTURAL DIMENSIONS 20
6.2.1 POWER DISTANCE (PDI) 20
6.2.2 INDIVIDUALISM VERSUS COLLECTIVISM (IDV) 21
6.2.3 UNCERTAINTY AVOIDANCE (UAI) 21
6.3 TROMEPENAAR S CULTURAL DIMENSIONS 21
6.3.1 UNIVERSALISM VERSUS PARTICULARISM 22
6.3.2 INDIVIDUALISM VERSUS COMMUNITARIANISM 22
HTTP://D-NB.INFO/103708988X
VI NEGOTIATIONS IN INTERNATIONAL BUSINESS - A COMPARATIVE STUDY OF
NEGOTIATIONS IN GERMANY AND INDIA
6.3.3 NEUTRAL VERSUS AFFECTIVE 23
6.3.4 DEGREE OF INVOLVEMENT - SPECIFIC-DIFFUSE 23
6.3.5 ACHIEVEMENT VERSUS ASCRIPTION 24
6.3.6 SEQUENTIAL VERSUS SYNCHRONIC (ATTITUDE TO TIME) 24
6.3.7 INTERNAL VERSUS EXTERNAL CONTROL (ATTITUDE TO
ENVIRONMENT) 24
6.4 HIGH VERSUS LOW CONTEXT 24
6.5 POLYCHRONIC VERSUS MONCHRONIC ORIENTATION 25
6.6 IDENTIFYING THE DIFFERENT CULTURAL DIMENSIONS FOR THE
STUDY 26
7 CULTURAL DIMENSIONS AND THEIR RELATION TO ASPECTS OF
NEGOTIATION 28
7.1 NEGOTIATION PROCESS 28
7.2 DECISION MAKING 29
8 IDENTIFYING THE DIFFERENT NEGOTIATING DIMENSIONS FOR THE STUDY 31
8.1 NEGOTIATION FRAMEWORK FROM WEISS AND STRIPP 31
8.2 NEGOTIATION FRAMEWORK FROM SALACUSE 32
8.3 NEGOTIATION DIMENSIONS USED FOR STUDY 32
9 LINKING NEGOTIATION VARIABLES WITH THE CULTURAL DIMENSIONS 34
9.1 BASIC CONCEPTS OF NEGOTIATING PROCESS 34
9.2 MOST SIGNIFICANT TYPE OF ISSUES 36
9.3 SELECTION OF NEGOTIATOR 36
9.4 INDIVIDUAL ASPIRATIONS 36
9.5 DECISION MAKING IN GROUPS 37
9.6 TIME SENSITIVITY 37
9.7 RISK-TAKING PROPENSITY 37
9.8 BASIS OF TRUST 38
9.9 CONCERN WITH PROTOCOL 38
9.10 COMMUNICATION COMPLEXITY 39
9.11 NATURE OF PERSUASION 40
9.12 NATURE OF AGREEMENT 40
9.13 GOAL OF NEGOTIATION 41
10 CULTURAL DIMENSIONS COMPARISON - INDIA AND GERMANY BASED
ON THEORY 42
10.1 POWER DISTANCE INDEX (PDI) 42
10.2 UNCERTAINTY AVOIDANCE INDEX (UAI) 44
NEGOTIATIONS IN INTERNATIONAL BUSINESS - A COMPARATIVE STUDY OF
NEGOTIATIONS IN GERMANY AND INDIA VL|
10.3 INDIVIDUALISM-COLLECTIVISM (IDV) 46
10.4 INTERNAL EXTERNAL LOCUS OF CONTROL 49
10.5 DEGREE OF INVOLVEMENT DIFFUSE - SPECIFIC 50
10.6 AFFECTIVE VERSUS NEUTRAL 53
10.7 TIME ORIENTATION - MONOCHRONIC VERSUS POLY-CHRONIC 54
10.8 EMOTIONAL INTELLIGENCE 56
11 NEGOTIATION BEHAVIOR BASED ON THEORY 59
11.1 BASIC CONCEPT OF NEGOTIATION 59
11.2 SELECTION OF NEGOTIATOR 60
11.3 INDIVIDUAL ASPIRATIONS 60
11.4 DECISION-MAKING IN GROUPS 60
11.5 TIME SENSITIVITY 60
11.6 RISK-TAKING PROPENSITY 61
11.7 MOST SIGNIFICANT TYPE OF ISSUE 61
11.8 BASIS OF TRUST 61
11.9 COMMUNICATION COMPLEXITY 62
11.10 NATURE OF PERSUASION 62
11.11 NATURE OF AGREEMENT 62
11.12 GOAL OF NEGOTIATION 62
11.13 MANAGING NEGOTIATIONS 65
12 NEGOTIATION BEHAVIOR BASED ON PRACTICAL SURVEY 66
12.1 BACKGROUND INFORMATION 66
12.2 DECISION MAKING 69
12.3 SENSITIVITY TO TIME 70
12.4 COMPLEXITY OF COMMUNICATION CONTEXT (RELIANCE ON
NON-VERBAL CLUES) 71
12.5 CONCERN WITH PROTOCOL 72
12.6 POWER DISTANCE 73
12.7 RISK TAKING PROPENSITY 74
12.8 ROLE OF EMOTIONAL INTELLIGENCE 76
12.9 NEGOTIATION PROCESS 76
12.10 BASIS OF TRUST (MOST APPROPRIATE) 77
12.11 SIGNIFICANCE OF ISSUE 78
12.12 NEGOTIATOR SELECTOR CRITERIA 79
12.13 NATURE OF PERSUASIVE ARGUMENT 80
VIII NEGOTIATIONS IN INTERNATIONAL BUSINESS - A COMPARATIVE STUDY OF
NEGOTIATIONS IN GERMANY AND INDIA
12.14 SATISFACTORY NEGOTIATION OUTCOME 81
13 KEY FINDINGS OF RESEARCH AND IMPLICATIONS FOR NEGOTIATIONS 83
14 STRATEGY FOR SUCCESSFUL NEGOTIATIONS 89
14.1 OVERALL KEY SUCCESS FACTORS FOR NEGOTIATION 90
14.2 KEY SUCCESS FACTORS DURING NEGOTIATION PROCESS 90
14.3 BASIC AND DEPENDENT FACTORS 91
15 RECOMMENDATIONS FOR SUCCESSFUL NEGOTIATIONS 92
15.1 KNOWING OBJECTIVE OF OPPOSITE PARTY 92
15.2 COMMUNICATION 92
15.2.1 RECOMMENDATIONS FOR INDIANS 93
15.2.2 RECOMMENDATIONS FOR GERMANS 93
15.2.3 EMPLOY A PERSON WITH COMPLEMENTARY CULTURAL SKILLS 94
15.3 TRUST 94
15.4 NEGOTIATOR SELECTION 94
15.5 ACT TOUGH OR SOFT DURING NEGOTIATIONS? 95
15.6 SENSITIVITY TO TIME 95
15.7 PRICE 96
15.8 BARGAINING TACTICS 96
15.9 INCREASE RELATIVE POWER 97
15.10 DO NOT REDUCE YOUR BARGAINING POWER 97
15.11 CONTRACT 98
15.12 QUALITY 98
15.13 INVEST IN INCREASING EMOTIONAL INTELLIGENCE 99
15.14 EVALUATING A NEGOTIATED DEAL AGAINST ONE S BATNA 99
16 CONCLUSION 101
17 APPENDIX 103
17.1 NEGOTIATION SURVEY QUESTIONNAIRE 103
17.2 SURVEY COVER LETTER 111
17.3 EVALUATING A INVESTMENT USING NET PRESENT VALUE 112
18 REFERENCES 113
|
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| discipline | Soziologie Wirtschaftswissenschaften |
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| id | DE-604.BV041953242 |
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| indexdate | 2024-07-10T01:09:05Z |
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| isbn | 9783844020892 |
| language | English |
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| physical | XI, 120 S. graph. Darst. 21 cm, 198 g |
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| spelling | Anand, Parvinder Singh Verfasser (DE-588)1043161945 aut Negotiations in international business a comparative study of negotiations in Germany and India Parvinder Singh Anand Aachen Shaker 2013 XI, 120 S. graph. Darst. 21 cm, 198 g txt rdacontent n rdamedia nc rdacarrier Wirtschaftswissenschaftliches Forum der FOM 18 Literaturangaben Interkulturelle Kompetenz (DE-588)4200053-1 gnd rswk-swf Interkulturelles Management (DE-588)4343519-1 gnd rswk-swf Verhandlungsführung (DE-588)4187777-9 gnd rswk-swf Indien (DE-588)4026722-2 gnd rswk-swf Deutschland (DE-588)4011882-4 gnd rswk-swf Deutschland (DE-588)4011882-4 g Indien (DE-588)4026722-2 g Interkulturelles Management (DE-588)4343519-1 s Interkulturelle Kompetenz (DE-588)4200053-1 s Verhandlungsführung (DE-588)4187777-9 s DE-604 Erscheint auch als Online-Ausgabe Anand, Parvinder Singh Negotiations in International Business Wirtschaftswissenschaftliches Forum der FOM 18 (DE-604)BV039952708 18 DNB Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=027396166&sequence=000001&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Anand, Parvinder Singh Negotiations in international business a comparative study of negotiations in Germany and India Wirtschaftswissenschaftliches Forum der FOM Interkulturelle Kompetenz (DE-588)4200053-1 gnd Interkulturelles Management (DE-588)4343519-1 gnd Verhandlungsführung (DE-588)4187777-9 gnd |
| subject_GND | (DE-588)4200053-1 (DE-588)4343519-1 (DE-588)4187777-9 (DE-588)4026722-2 (DE-588)4011882-4 |
| title | Negotiations in international business a comparative study of negotiations in Germany and India |
| title_auth | Negotiations in international business a comparative study of negotiations in Germany and India |
| title_exact_search | Negotiations in international business a comparative study of negotiations in Germany and India |
| title_full | Negotiations in international business a comparative study of negotiations in Germany and India Parvinder Singh Anand |
| title_fullStr | Negotiations in international business a comparative study of negotiations in Germany and India Parvinder Singh Anand |
| title_full_unstemmed | Negotiations in international business a comparative study of negotiations in Germany and India Parvinder Singh Anand |
| title_short | Negotiations in international business |
| title_sort | negotiations in international business a comparative study of negotiations in germany and india |
| title_sub | a comparative study of negotiations in Germany and India |
| topic | Interkulturelle Kompetenz (DE-588)4200053-1 gnd Interkulturelles Management (DE-588)4343519-1 gnd Verhandlungsführung (DE-588)4187777-9 gnd |
| topic_facet | Interkulturelle Kompetenz Interkulturelles Management Verhandlungsführung Indien Deutschland |
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