Centro de Documentacion de Fundación MAPFRE - The Hidden challenge of cross-border negotiations

MAP20071502418

The Hidden challenge of cross-border negotiations / by James K. Sebenius

International deal makers have long bowed to local traditions and etiquette. But new research suggests they also need to understand something deeper - the subtle yet potent ways that national culture shapes the governance and decision - making process

En: Harvard business review. - Boston. - March 2002 ; p. 76-85

1. Cultura empresarial . 2. Relaciones públicas . 3. Negociación . 4. Protocolo . 5. Relaciones internacionales . 6. Técnicas de negociación . 7. Toma de decisiones . 8. Códigos de conducta . 9. Comportamiento social . I. Título. II. Título: Harvard business review.