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 behaviour.

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About the authors

RAJESH KUMAR 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 lie in international negotiations, the management of alliances, and managing in emerging markets such as India and China. He has published widely and co-edited a special issue of International Negotiation Journal which looked at the interplay between culture and negotiation.

VERNER WORM Professor of Chinese Business and Development at Copenhagen Business School, Denmark. He holds a Masters in Sinology and a Bachelor degree in Political Science from Copenhagen University. His primary research interests are Chinese indigenous management, international negotiations, international human resource management, and cross-cultural management.

Bibliographic Information

Book Title: International Negotiation in China and India
Book Subtitle: A Comparison of the Emerging Business Giants
Authors: Rajesh Kumar, Verner Worm
DOI: https://doi.org/10.1057/9780230353909
Publisher: Palgrave Macmillan London
eBook Packages: Palgrave Business & Management Collection, Business and Management (R0)
Copyright Information: Palgrave Macmillan, a division of Macmillan Publishers Limited 2011
Hardcover ISBN: 978-0-230-24594-5Published: 22 November 2011
Softcover ISBN: 978-1-349-31921-3Published: 22 November 2011
eBook ISBN: 978-0-230-35390-9Published: 22 November 2011
Edition Number: 1
Number of Pages: VIII, 189
Topics: International Business, Management, International Economics, Business Strategy/Leadership

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Table of contents (10 chapters)

Front Matter

Back Matter

About this book