Negotiation theory for French German business

Negotiations are frequent companions of businesses as planning and the coordination of projects need consensus of the parties involved. The way a national culture views and weights common values is neatly linked to the educational, organisational and historical circumstances found in the respective culture. By explaining these underlying systems, planning beforehand and future steps will become more predictable and understandable. Theoretical models focusing on tactics and strategies commonly found in business negotiations and concepts as framing or the structure of negotiations in phases and time models have general relevance, but this book focuses on intercultural negotiations where an understanding of these concepts might vary substantially between the parties involved and may lead to contradictory situations. Covering the most detailed descriptions of national cultures found in the research literature gives us a clear picture of what can and equally important cannot be ascribed to the national culture of a person. Equally suitable as an introduction on this matter as well as a companion during a negotiation, this book explains theoretical and practical findings.