International Negotiation in China and India A Comparison of the Emerging Business Giants

by Kumar, Rajesh; Worm, Verner

• ISBN13: 9780230245945
• ISBN10: 0230245943
• Format: Hardcover
• Copyright: 2011-12-15
• Publisher: Palgrave Macmillan

Summary

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 behavior.

Author Biography

Rajesh Kumar is an associate professor of international Business Strategy at the University of Nottingham, UK. He holds a PhD 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 is Professor Chinese Business and Development at Copenhagen Business School, Denmark. He holds a Masters Sinology and a Bachelors 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. He has taught cross-cultural management at various universities including Fudan University, Shanghai, China, Thunderbird Graduate School of Global Business, Arizona, USA, Bifrost University, Iceland, and taught international negotiations at Lingnan University, Guangzhou, China. He has published in various academic journals including Management International Review, International Human Resource Management, International Journal of Conflict Management, and International Business Review. He serves on the editorial board of Journal of Trust Research. He has also served as a guest editor for a special issue of International Business Review (Changing Chinese Business Culture).

Table of Contents

Culture & Negotiating Practices: The Relevance of the Institutional Perspective
India and China: A Historical Overview
The Institutional Environment of India
The Institutional Environment in China
Negotiating in the Indian Institutional Environment
Negotiating in the Chinese Institutional Environment
Negotiating in India; Some Case Studies
Negotiating in China; Some Case Studies
Negotiating Skills in India and China
Conclusion