xxxiii PART FIVE IMPLEMENTING GLOBAL MARKETING STRATEGIES 19 Inventive Negotiations with International Customers, Partners, and Regulators 584 The Dangers of Stereotypes 587 The Pervasive Impact of Culture on Negotiation Behavior 588 Differences in Language and Nonverbal Behaviors 589 Differences in Values 595 Differences in Thinking and Decision-Making Processes 597 Implications for Managers and Negotiators 598 Negotiation Teams 598 Negotiation Preliminaries 600 At the Negotiation Table 603 After Negotiations 608 Inventive International Negotiations 609 Conclusions 611 Parallel Imports 557 Approaches to International Pricing 561 Full-Cost versus Variable-Cost Pricing 561 Skimming versus Penetration Pricing 561 Price Escalation 564 Costs of Exporting 564 Taxes, Tariffs, and Administrative Costs 564 Inflation 565 Deflation 565 Exchange Rate Fluctuations 566 Varying Currency Values 567 Middleman and Transportation Costs 567 Sample Effects of Price Escalation 568 Approaches to Reducing Price Escalation 569 Lowering Cost of Goods 569 Lowering Tariffs 569 Lowering Distribution Costs 570 Using Foreign Trade Zones 571 Dumping 571 Leasing in International Markets 573 Countertrade as a Pricing Tool 573 Problems of Countertrading 574 The Internet and Countertrading 575 Price Quotations 576 Administered Pricing 576 Cartels 577 Government-Influenced Pricing 579 Getting Paid: Foreign Commercial Payments 580 Letters of Credit 580 Bills of Exchange 582 Cash in Advance 582 Open Accounts 582 Forfaiting 582
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