000			01606pam a2200277 a 4500
005			20250508114423.0
008			881108s1989 enka b 001 0 eng
010			_a 88033642
020			_a9780471921516
082	0	0	_a658.8 MCC
100	1		_aMcCall, J. B.
245	1	0	_aMarketing by agreement _b:a cross-cultural approach to business negotiations
250			_a2nd ed.
260			_aChichester [England] : _bJohn Wiley and Sons: _cc1989.
300			_axii, 326 p.
500			_aIncludes Bibliographical references and index.
504			_aBibliography: p. 311-316.
520			_a"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.
650		0	_aExport sales contracts
650		0	_aMarketing-Law and legislation
650		0	_aLicense agreements
650		0	_aNegotiation in business
700	1		_aWarrington, M. B. _eAuthor
906			_a7 _bcbc _corignew _d1 _eocip _f19 _gy-gencatlg
942			_2ddc _n0 _cC
999			_c30425 _d30425