Intercultural Negotiations PDF Download
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Author | : Jean-Claude Usunier |
Publisher | : Routledge |
Total Pages | : 364 |
Release | : 2018-10-08 |
Genre | : Business & Economics |
ISBN | : 1351268147 |
Download Intercultural Business Negotiations Book in PDF, ePub and Kindle
Negotiations occupy a prominent place in the world of business, especially when it comes to international deals. In an increasingly global business environment, understanding and managing cultural differences is key to successful negotiations. This book highlights two basic components of negotiations: the Deal and the Relationship. Countries and cultures place different value and priority on these components both in the negotiation process and in the outcome. Intercultural Business Negotiations provides a guiding framework that is both refined and contextualized and provides managers with the key skills necessary to navigate difficult negotiations where partners may differ in terms of culture, communication style, time orientation, as well as personal and professional backgrounds. The book systematically examines both dispositional and situational aspects of negotiations in interaction with cultural factors. Intercultural Business Negotiations is an accessible resource for managers, leaders, and those interested in or studying business negotiations globally. It is accompanied by an author run companion website containing negotiation simulations, instructions for players, and teaching notes for instructors.
Author | : Raymond Cohen |
Publisher | : Washington, D.C. : United States Institute of Peace |
Total Pages | : 222 |
Release | : 1991 |
Genre | : Political Science |
ISBN | : |
Download Negotiating Across Cultures Book in PDF, ePub and Kindle
Author | : Pierre Casse |
Publisher | : |
Total Pages | : 186 |
Release | : 1985 |
Genre | : Arbitration (International law) |
ISBN | : |
Download Managing Intercultural Negotiations Book in PDF, ePub and Kindle
Author | : Ian MacKenzie |
Publisher | : Routledge |
Total Pages | : 120 |
Release | : 2013-12-16 |
Genre | : Language Arts & Disciplines |
ISBN | : 1317981987 |
Download Intercultural Negotiations Book in PDF, ePub and Kindle
Intercultural communication is a daily occurrence for most people, as a result of transnational population flows and globalized media. The contributions to this volume propose reconceptualizations of orthodox accounts of intercultural communication based on supposed national cultural characteristics. They approach the subject from a variety of angles, including intercultural communication training, the role of power in intercultural negotiations, the linguistic situation in Europe, and the conflict between nationalist and transnational discourses in literature. The articles consider the need for a revision of the notions of culture and communication given multicultural and multilingual environments such as universities; the use of English as a lingua franca in Europe; how collaborative discourse can reshape power relations; the importance of social intelligence in intercultural communication; cultural and linguistic influences on conceptual metaphors and their translation; and the way Irish and Galician women poets negotiate competing ideologies such as nationalism, feminism, Celticism and Catholicism. This book was published as a special issue of the European Journal of English Studies.
Author | : Brigid Starkey |
Publisher | : Rowman & Littlefield |
Total Pages | : 219 |
Release | : 2016-08-22 |
Genre | : Political Science |
ISBN | : 144227672X |
Download International Negotiation in a Complex World Book in PDF, ePub and Kindle
The process of negotiation, standing as it does between war and peace in many parts of the globe, has never been a more vital process to understand than in today's rapidly changing international system. Students of negotiation must first understand key IR concepts as they try to incorporate the dynamics of the many anomalous actors that regularly interact with conventional state agents in the diplomatic arena. This hands-on text provides an essential introduction to this high-stakes realm, exploring the impact of complex multilateralism on traditional negotiation concepts such as bargaining, issue salience, and strategic choice. Using an easy-to-understand board game analogy as a framework for studying negotiation episodes, the authors include a rich array of real-world cases and examples—now updated with the results of the Paris climate change agreement—to illustrate key themes, including the intensity of crisis situations for negotiators, the role of culture in communication, and the impact of domestic-level politics on international negotiations. Providing tools for analyzing why negotiations succeed or fail, this innovative text also presents effective exercises and learning approaches that enable students to understand the complexities of negotiation by engaging in the diplomatic process themselves.
Author | : Pervez N. Ghauri |
Publisher | : Emerald Group Publishing |
Total Pages | : 548 |
Release | : 2003-09-30 |
Genre | : Business & Economics |
ISBN | : 9780080442938 |
Download International Business Negotiations Book in PDF, ePub and Kindle
Provides an understanding about the impact of culture and communication on international business negotiations. This work explores the problems faced by Western managers while doing business abroad and offers guidelines for international business negotiations. It also focuses on an important aspect of international business: negotiations.
Author | : Mauro Galluccio |
Publisher | : Springer |
Total Pages | : 468 |
Release | : 2014-12-04 |
Genre | : Psychology |
ISBN | : 3319106872 |
Download Handbook of International Negotiation Book in PDF, ePub and Kindle
This book reinforces the foundation of a new field of studies and research in the intersection between social sciences and specifically between political science, international relations, diplomacy, psychotherapy, and social-cognitive psychology. It seeks to promote a coherent and comprehensive approach to international negotiation from a multidisciplinary viewpoint generating a longer term of studies, researches, and networking process that both respond to changes and differences in our societies and to the unprecedented demand and opportunities for international conflict prevention and resolution. There is a need to increase cooperation, coherence, and efficiency of international negotiation. It is necessary to focus our shared attention on new ways to better formulate integrated and sustainable negotiating strategies for conflict resolution. This book acquires innovative relevance in and will impact on the new context of international challenges which do not have a one-off solution that can be settled through a single target-oriented negotiation process. The book brings together leading scholars and researchers into the field from different disciplines, diplomats, politicians, senior officials, and even a Cardinal of the Holy See to give their contributions and make proposals on how best to optimize the use of negotiation and diplomacy structures, tools, and instruments. However, unlike most studies and researches on international negotiation, this book emphasizes processes, not simply outcomes or even tools but the way in which tools are and can be used to achieve better outcomes in international reality-based negotiation.
Author | : Mohammad Ayub Khan |
Publisher | : Springer |
Total Pages | : 577 |
Release | : 2018-12-13 |
Genre | : Business & Economics |
ISBN | : 3030002772 |
Download The Palgrave Handbook of Cross-Cultural Business Negotiation Book in PDF, ePub and Kindle
Global business management issues and concerns are complex, diverse, changing, and often intractable. Industry actors and policy makers alike rely upon partnerships and alliances for developing and growing sustainable business organizations and ventures. As a result, global business leaders must be well-versed in managing and leading multidimensional human relationships and business networks – requiring skill and expertise in conducting the negotiation processes that these entail. After laying out a foundation justifying the importance of studying negotiation in a global context, this book will detail conventional and contemporary theories regarding international engagement, culture, cultural difference, and cross-cultural interaction, with particular focus on their influence on negotiation. Building on these elements, the book will provide a broad array of country-specific chapters, each describing and analyzing the negotiation culture of businesspeople in a different country around the world. Finally, the book will look ahead, with an eye towards identifying and anticipating new trends and developments in the field of global negotiation. This text will appeal to scholars and researchers in international business, cross-cultural studies, and conflict management who seek to understand the challenges of intercultural communication and negotiation. It will provide trainers and consultants with the insights they need to prepare their clients for intercultural negotiation. Finally, the text will appeal to businesspeople who find themselves heading out to engage with counterparts in another country, or operating in other multinational environments on a regular basis.
Author | : Michele J. Gelfand |
Publisher | : Stanford University Press |
Total Pages | : 478 |
Release | : 2004 |
Genre | : Business & Economics |
ISBN | : 0804745862 |
Download The Handbook of Negotiation and Culture Book in PDF, ePub and Kindle
In the global marketplace, negotiation frequently takes place across cultural boundaries, yet negotiation theory has traditionally been grounded in Western culture. This book, which provides an in-depth review of the field of negotiation theory, expands current thinking to include cross-cultural perspectives. The contents of the book reflect the diversity of negotiationresearch-negotiator cognition, motivation, emotion, communication, power and disputing, intergroup relationships, third parties, justice, technology, and social dilemmasand provides new insight into negotiation theory, questioning assumptions, expanding constructs, and identifying limits not apparent from working exclusively within one culture. The book is organized in three sections and pairs chapters on negotiation theory with chapters on culture. The first part emphasizes psychological processescognition, motivation, and emotion. Part II examines the negotiation process. The third part emphasizes the social context of negotiation. A final chapter synthesizes the main themes of the book to illustrate how scholars and practitioners can capitalize on the synergy between culture and negotiation research.
Author | : Christopher W. Moore |
Publisher | : John Wiley & Sons |
Total Pages | : 626 |
Release | : 2010-02-04 |
Genre | : Law |
ISBN | : 0470573449 |
Download Handbook of Global and Multicultural Negotiation Book in PDF, ePub and Kindle
Praise for Handbook of Global and Multicultural Negotiation "In today's globalized world, few competencies are as essential as the ability to negotiate across cultures. In this insightful and practical book, Chris Moore and Peter Woodrow draw on their extensive global experience to help us understand the intricacies of seeking to reach intercultural agreements and show us how to get to a wise yes. I recommend it highly!" William Ury coauthor, Getting to Yes, and author, The Power of a Positive No "Rich in the experience of the authors and the lessons they share, we learn that culture is more than our clothing, rituals, and food. It is the way we arrange time, space, language, manners, and meaning. This book teaches us to understand our own culture so we are open to the other and gives us practical strategies to coordinate our cultural approaches to negotiations and reach sustainable agreements." Meg Taylor compliance advisor/ombudsman of the World Bank Group and former ambassador of Papua New Guinea to the United States of America and Mexico "In a globalized multicultural world, everyone from the president of the United States to the leaders of the Taliban, from the CEO of Mittal Steel to the steelworkers in South Africa, needs to read this book. Chris Moore and Peter Woodrow have used their global experience and invented the definitive tool for communication in the twenty-first century!" Vasu Gounden founder and executive director, ACCORD, South Africa "Filled with practical advice and informed by sound research, the Handbook of Global and Multicultural Negotiation brings into one location an extraordinary and comprehensive set of resources for navigating conflict and negotiation in our multicultural world. More important, the authors speak from decades of experience, providing the best book on the topic to date a gift to scholars and practitioners alike." John Paul Lederach Professor of International Peacebuilding, Kroc Institute, University of Notre Dame