International Marketing Review 15‚1 10 Received April 1996 Revised May 1997 Accepted September 1997 Cross-cultural sales negotiations A literature review and research propositions Antonis C. Simintiras The Open University Business School‚ Milton Keynes‚ UK‚ and Andrew H. Thomas European Business Management School‚ University of Wales‚ Swansea‚ UK Introduction International business comprises a large and increasing portion of the world’s total trade (Johnson et al.‚ 1994; Czinkota et al
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Introduction The Vietnam experience was a war that lasted for almost twenty years. The American military and leadership appear to have learned some lessons from our involvement in the Vietnam War. This paper will discuss the lessons learned from the following arenas: diplomatic negotiations‚ presidential leadership‚ and cultural/social contexts. Diplomatic Negotiations Princeton University (2006) defines diplomatic negotiations as between nations. The lesson learned by the Americans was the need
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discussion of coverage in one war since 1945. Introduction: The Vietnam War could be characterized as one of the most controversial incident in America’s history. United States acted paradoxically; they claimed that they protected democracy‚ they raised an oppressive dictatorial regime in the area of South Vietnam and later the US army was destroying villages in order to protect them (Wiest‚ 2002). In terms of media‚ the Vietnam War was the first war‚ which was extensively televised. Marshall
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Vietnam Research Paper For much of its history‚ Vietnam has been ruled by other numerous nations. In 1858‚ as France invaded Vietnam in order to gain more imperial power‚ they soon felt it difficult to maintain order within Vietnamese territories. The U.S. soon got involved in part because of their involvement of the Cold War as they view Communism as the sole antithesis of Democracy. In May‚ 1950 President Harry S. Truman sent financial aid to the French for their war. As a result of the Unite
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S.-Vietnamese diplomatic ties have been restored‚ many American businesses are hoping to be in on the development opportunities offered by what some analysts consider to be Asia’s newest economic "tiger." Structural problems do abound in Vietnam. Its underdeveloped economic infrastructure‚ a ponderous and pervasive government bureaucracy‚ and an embryonic legal system are but a few of them. But the country’s dynamism lies in its principle asset--its people. The population of Vietnam is young: 80 percent
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| Vietnam | France | Power distance This dimension deals with the fact that all individuals in societies are not equal – it expresses the attitude of the culture towards these inequalities amongst us. Power distance is defined as the extent to which the less powerful members of institutions and organisations within a country expect and accept that power is distributed unequally. | Vietnam scores high on this dimension (score of 70) which means that people accept a hierarchical order in which
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NEGOTIATION Negotiation theory Last updated 9 months ago The foundations of negotiation theory are decision analysis‚ behavioral decision making‚ game theory‚ and negotiation analysis. Another classification of theories distinguishes between Structural Analysis‚ Strategic Analysis‚ Process Analysis‚ Integrative Analysis and behavioral analysis of negotiations. Individuals should make separate‚ interactive decisions; and negotiation analysis considers how groups of reasonably bright individuals
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Vietnam Visas‚ Permits and Immigration [pic] Vietnam is more liberal at present‚ so foreign nationals who wish to visit the country can apply directly at the Vietnam Embassy or Consulates located in their countries of residence. The entire application process will take about 4 to 10 days. Visitors may also obtain the visa upon arrival at the airport with certain special requirements. Governing bodies ensure that foreign nationals have their passports and other travel documents in check. Purposes
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Developing Negotiation Case Studies James K. Sebenius Working Paper 11-008 Copyright © 2010 by James K. Sebenius Working papers are in draft form. This working paper is distributed for purposes of comment and discussion only. It may not be reproduced without permission of the copyright holder. Copies of working papers are available from the author. Developing Negotiation Case Studiesi Edited version forthcoming in the Negotiation Journal October 6‚ 2010‚ v2.51 James K. Sebenius‚ jsebenius@hbs
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THREE CONVERSATIONS PLAN I. What Happened: A. Multiple Stories a. What is my story? i. I am a programming manager of a five person team that writes computer programs. There are six other programming managers. In the past‚ I have only worked on children’s games which do not hold the same level of prestige as the adult games in the company because the adult games produce more revenue and have more extensive marketing. ii. During a brainstorming session‚ I came up with an idea for our company
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