International Negotiation in China and India: A Comparison of the Emerging Business Giants

Hardcover | December 15, 2011

byRajesh Kumar, Verner Worm

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Negotiation is an important managerial skill. The ability to negotiate across cultures becomes even more challenging due to differences in institutional practices. This book explores how the institutional environment in India and China shapes their negotiating behavior.

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Negotiation is an important managerial skill. The ability to negotiate across cultures becomes even more challenging due to differences in institutional practices. This book explores how the institutional environment in India and China shapes their negotiating behavior.

RAJESH KUMAR is Associate Professor of International Business Strategy at the University of Nottingham, UK. He holds a Ph.D. in International Business from New York University, USA. He has taught at Penn State University in the USA, the University of Aarhus in Denmark and in numerous other European institutions. His research interests...

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Format:HardcoverDimensions:200 pages, 9.66 × 5.66 × 0.73 inPublished:December 15, 2011Publisher:Palgrave MacmillanLanguage:English

The following ISBNs are associated with this title:

ISBN - 10:0230245943

ISBN - 13:9780230245945

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Table of Contents

Culture & Negotiating Practices: The Relevance of the Institutional Perspective
India and China: A Historical Overview
The Institutional Environment of India
The Institutional Environment in China
Negotiating in the Indian Institutional Environment
Negotiating in the Chinese Institutional Environment
Negotiating in India; Some Case Studies
Negotiating in China; Some Case Studies
Negotiating Skills in India and China
Conclusion