| Titre : |
e-Negotiations : networking and cross-cultural business transactions |
| Type de document : |
Livre |
| Auteurs : |
Nicholas HARKIOLAKIS, Auteur ; Daphne HALKIAS, Auteur ; Sam ABADIR, Auteur |
| Editeur : |
Farnham : GOWER |
| Année de publication : |
2012 |
| Importance : |
XII ; 228 p. |
| ISBN/ISSN/EAN : |
978-1-4094-0196-4 |
| Prix : |
77 EUR |
| Note générale : |
Bibliogr. p.215-222. Index. |
| Langues : |
Anglais (eng) |
| Mots-clés : |
Management
NEGOCIATION COMMERCIALE ; COMMUNICATION ; COMMERCE ELECTRONIQUE
|
| Résumé : |
In recent years, globalization, the telecommunications boom and the ever increasing need for today's professionals to conduct cross-cultural business transactions has led to a new way of negotiating, bargaining, and resolving disputes. Here, Dr Harkiolakis and his colleagues compare and contrast e-negotiation as it is in the 21st century with traditional face-to-face negotiation. Informative case studies illustrate how cross-cultural negotiations can be managed through modern channels of social influence and information-sharing and shed light on the critical social, cognitive and behavioural role of the negotiator in resolving on line, cross-cultural, conflicts and disputes, and generally in bargaining and negotiation. |
| Permalink : |
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