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Article
Publication date: 1 April 1984

Farouk I. Heiba

Environmental determinants of International Business Negotiations: A Strategic Planning Model Negotiation is a skill which can be learned. Most American and Western executives do

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Abstract

Environmental determinants of International Business Negotiations: A Strategic Planning Model Negotiation is a skill which can be learned. Most American and Western executives do not, however, devote sufficient time or effort to learn the art of negotiation or to understand the cultural differences among nations. The accelerating interdependency among global societies and the growing role of U.S. and Western countries in international trade, especially with Third World governments, strongly necessitate learning, experience, and training in this important task. True understanding of environmental determinants, styles, and tactics of international business negotiations is a must, if one is to achieve desirable outcomes. The old attitude of bargaining overseas and the John Wayne approach will not work anymore. “Go native” and “adaptibility” will be the key words for successful international business negotiations in the future.

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International Marketing Review, vol. 1 no. 4
Type: Research Article
ISSN: 0265-1335

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Article
Publication date: 1 March 1986

Pervez N. Ghauri

Treating negotiations as a technique which can be learned and adapted to international business, this article takes a problem solving approach and endeavors to provide some…

2595

Abstract

Treating negotiations as a technique which can be learned and adapted to international business, this article takes a problem solving approach and endeavors to provide some guidelines for successful negotiating. It addresses the different stages of the negotiation process and provides a strategic planning model for negotiations.

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International Marketing Review, vol. 3 no. 3
Type: Research Article
ISSN: 0265-1335

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