International Business

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International Business
Lecture Notes
Collin Starkweather1
September 2012

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Copyright c Collin Starkweather 2012. All rights reserved.

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Contents
1 International Business Culture and Practices
1.1 Values . . . . . . . . . . . . . . . . . . . .
1.2 The Determinants of Culture . . . . . . . .
1.2.1 Hofstede’s Cultural Dimensions . . .
1.2.2 Trompenaars’s Cultural Dimensions
1.2.3 Country Clusters . . . . . . . . . . .
1.3 Social Stratification . . . . . . . . . . . . .
1.4 Cultural Diversity . . . . . . . . . . . . . .

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2 International Norms in Business Ethics and Corporate Social Responsibility 2.1 Roots of Unethical Behavior . . . . . . . . . . . . . . . . . . . . . 2.2 Ethical Decision Making . . . . . . . . . . . . . . . . . . . . . . . . 2.3 Corruption and the FCPA . . . . . . . . . . . . . . . . . . . . . . . 2.4 Corporate Social Responsibility . . . . . . . . . . . . . . . . . . . . 2.4.1 Response to Social Obligations . . . . . . . . . . . . . . . . 2.5 Supplemental Material: Ethical Concerns in Europe . . . . . . . . . 2.5.1 Bribes and Corruption . . . . . . . . . . . . . . . . . . . . . 2.5.2 Women in the Workplace in Europe . . . . . . . . . . . . . 2.6 Supplemental Material: Ethical Concerns in Japan . . . . . . . . . . 2.6.1 Political and Business Scandals . . . . . . . . . . . . . . . . 2.6.2 Women in the Workplace . . . . . . . . . . . . . . . . . . . 2.6.3 Lobbying by Japan . . . . . . . . . . . . . . . . . . . . . .

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3 Introduction to Negotiation
3.1 Introduction . . . . . . . . . . . .
3.2 Common Failures of Negotiators .
3.3 Negotiation Myths . . . . . . . . .
3.4 Preparing to Negotiate . . . . . .
3.4.1 Self-assessment . . . . . .
3.4.2 Sizing Up the Other Party
3.4.3 Situation Assessment . . .

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CONTENTS

4 Special Topic: Resolving Disputes in International Business 4.1 How Claims are Made and Rejected . . . . . . . . . . . . 4.2 Interests and Culture . . . . . . . . . . . . . . . . . . . . 4.3 Rights and Culture . . . . . . . . . . . . . . . . . . . . . 4.4 Power and Culture . . . . . . . . . . . . . . . . . . . . . . 4.5 Procedures for Resolving Disputes . . . . . . . . . . . . . 4.5.1 Changing the Focus of Disputes . . . . . . . . . .

4.5.2 Dealing with Emotions . . . . . . . . . . . . . . .

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