GUIDELINES FOR INTERNATIONAL BUSINESS NEGOTIATIONS
- 1 March 1986
- journal article
- Published by Emerald Publishing in International Marketing Review
- Vol. 3 (3) , 72-82
- https://doi.org/10.1108/eb008312
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.Keywords
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