© 2011

International Negotiation in China and India

A Comparison of the Emerging Business Giants

  • Authors

Table of contents

  1. Front Matter
    Pages i-viii
  2. Rajesh Kumar, Verner Worm
    Pages 19-35
  3. Rajesh Kumar, Verner Worm
    Pages 36-44
  4. Rajesh Kumar, Verner Worm
    Pages 45-65
  5. Rajesh Kumar, Verner Worm
    Pages 66-76
  6. Rajesh Kumar, Verner Worm
    Pages 77-89
  7. Rajesh Kumar, Verner Worm
    Pages 90-115
  8. Rajesh Kumar, Verner Worm
    Pages 116-138
  9. Rajesh Kumar, Verner Worm
    Pages 139-146
  10. Rajesh Kumar, Verner Worm
    Pages 147-148
  11. Back Matter
    Pages 149-189

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.


business China environment

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.

Bibliographic information

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