Marketing by agreement :a cross-cultural approach to business negotiations

By:

McCall, J. B

Contributor(s):

Warrington, M. B [Author]

Material type: Text

TextPublication details: Chichester [England] : John Wiley and Sons: c1989.Edition: 2nd edDescription: xii, 326 pISBN:

9780471921516

Subject(s):

DDC classification:

658.8 MCC

Summary: "Marketing By Agreement" relates ideals to realistic situations in the area of international business negotiations. It looks at the interorganizational negotiations which are crucial aspects of marketing and purchasing operations in a cross-cultural setting. The negotiation theme is developed via models showing the interaction of factors affecting outcomes and negotiation skills. Taking an international approach, the book relates concepts to the real world of negotiating sales/purchase, agency/distributorship, licence and joint-venture agreements. This second edition has been revised and expanded to meet the demands of a changing market, highlighting and aiming to formulate the skills necessary for effective performance.

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Holdings
Item type	Current library	Call number	Status	Barcode
Book	International Management Institute New Delhi	658.8 MCC (Browse shelf(Opens below))	Available	3336

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Previous	658.8 MAR The Marketing renaissance	658.8 MAR Marketing changes	658.8 MAS Marketing Practices and Principles	658.8 MCC Marketing by agreement :a cross-cultural approach to business negotiations	658.8 MCI The Marketing mirage : how to make it a reality	658.8 MEN Marketing today	658.8 MMR(Ref.) The marketing whitebook 2007-08 the marketers essential handbook	Next

Includes Bibliographical references and index.

Bibliography: p. 311-316.

"Marketing By Agreement" relates ideals to realistic situations in the area of international business negotiations. It looks at the interorganizational negotiations which are crucial aspects of marketing and purchasing operations in a cross-cultural setting. The negotiation theme is developed via models showing the interaction of factors affecting outcomes and negotiation skills. Taking an international approach, the book relates concepts to the real world of negotiating sales/purchase, agency/distributorship, licence and joint-venture agreements. This second edition has been revised and expanded to meet the demands of a changing market, highlighting and aiming to formulate the skills necessary for effective performance.

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