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Palgrave Macmillan

International Negotiation in China and India

A Comparison of the Emerging Business Giants

  • Book
  • © 2011

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Authors:
  1. Rajesh Kumar
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  2. Verner Worm
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Table of contents (10 chapters)

  1. Front Matter

    Pages i-viii
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  2. Culture and Negotiating Practices: The Relevance of the Institutional Perspective

    • Rajesh Kumar, Verner Worm
    Pages 1-18

  3. India and China: A Historical Overview

    • Rajesh Kumar, Verner Worm
    Pages 19-35

  4. The Institutional Environment of India

    • Rajesh Kumar, Verner Worm
    Pages 36-44

  5. The Institutional Environment in China

    • Rajesh Kumar, Verner Worm
    Pages 45-65

  6. Negotiating in the Indian Institutional Environment

    • Rajesh Kumar, Verner Worm
    Pages 66-76

  7. Negotiating in the Chinese Institutional Environment

    • Rajesh Kumar, Verner Worm
    Pages 77-89

  8. Negotiating in India: Some Case Studies

    • Rajesh Kumar, Verner Worm
    Pages 90-115

  9. Negotiating in China: Some Case Studies

    • Rajesh Kumar, Verner Worm
    Pages 116-138

  10. Negotiating Skills in India and China

    • Rajesh Kumar, Verner Worm
    Pages 139-146

  11. Conclusion

    • Rajesh Kumar, Verner Worm
    Pages 147-148

  12. Back Matter

    Pages 149-189
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Keywords

About this book

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.

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.

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