Cultural Negotiations

Author : Mohammad Ayub Khan,Noam Ebner
Publisher : Springer
Page : 577 pages
File Size : 54,7 Mb
Release : 2018-12-13
Category : Business & Economics
ISBN : 9783030002770

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The Palgrave Handbook of Cross-Cultural Business Negotiation by Mohammad Ayub Khan,Noam Ebner Pdf

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 : Guy Olivier Faure,Guy Faure,Jeffrey Z. Rubin
Publisher : SAGE
Page : 284 pages
File Size : 41,8 Mb
Release : 1993-09-28
Category : Language Arts & Disciplines
ISBN : 0803953712

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Culture and Negotiation by Guy Olivier Faure,Guy Faure,Jeffrey Z. Rubin Pdf

Culture and Negotiation was the outcome of cooperation between UNESCO and IIASA. The cultural factors bearing on international negotiations are a topic of importance, not least in the environmental field. The book's strength is its combination of a lucid and comprehensive discussion of issues and concepts with a series of case studies concerning specific rivers and the people who live and produce on their banks and tributaries. The result throws interesting light on the cultural parameters of human agreement and discord, and offers useful, practical pointers for the art of negotiation.

Author : Donald W. Hendon,Rebecca A. Hendon,Paul Herbig
Publisher : Praeger
Page : 0 pages
File Size : 40,7 Mb
Release : 1999-09-30
Category : Business & Economics
ISBN : 9780275968038

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Cross-Cultural Business Negotiations by Donald W. Hendon,Rebecca A. Hendon,Paul Herbig Pdf

Annotation Examines cross-cultural negotiations from the point of view of a practitioner, and provides country profiles with analyses on how to best negotiate.

Author : Donald W. Hendon,Rebecca A. Hendon,Paul Herbig
Publisher : Praeger
Page : 280 pages
File Size : 42,7 Mb
Release : 1996-08-06
Category : Business & Economics
ISBN : UCSD:31822023677982

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Cross-Cultural Business Negotiations by Donald W. Hendon,Rebecca A. Hendon,Paul Herbig Pdf

International business negotiations are made difficult by problems of communication and culture. This book aims to show how to conduct international business communications successfully by seeing what is important about the transactions through the eyes of

Author : Christopher W. Moore,Peter J. Woodrow
Publisher : John Wiley & Sons
Page : 626 pages
File Size : 49,9 Mb
Release : 2010-02-04
Category : Law
ISBN : 9780470573440

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Handbook of Global and Multicultural Negotiation by Christopher W. Moore,Peter J. Woodrow Pdf

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

Author : Dr Daphne Halkias,Dr Nicholas Harkiolakis,Dr Sam Abadir
Publisher : Gower Publishing, Ltd.
Page : 253 pages
File Size : 50,5 Mb
Release : 2012-11-01
Category : Business & Economics
ISBN : 9781409459989

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e-Negotiations by Dr Daphne Halkias,Dr Nicholas Harkiolakis,Dr Sam Abadir Pdf

Practical negotiating skills, including those needed for cross-cultural negotiations have long been taught in classrooms, along with some of the theory that underpins them. Most of this has been based on the notion that negotiation will be interpersonal and face-to-face. In recent years, though, globalization, the telecommunications boom and the ever increasing need for today's professionals to conduct cross-cultural business transactions has led to a new way of negotiating, bargaining, and resolving disputes. In e-Negotiations, Nicholas Harkiolakis and his co-authors highlight the challenge that awaits the young professionals who are today training in business schools. Future dispute resolutions and bargaining will take place between faceless disputants involved in a new kind of social process. Any adolescent with a mobile phone and Internet access knows that most of today's social transactions take place via a hand held or other electronic device. In a world of video conferences, chat rooms, Skype, Facebook, and MySpace, critical financial, business and political decisions are made through interaction between two-dimensional characters on screens. Here, the authors compare and contrast e-negotiation as it currently is with traditional face-to-face negotiation. Case studies illustrate how cross-cultural negotiations can be managed through modern channels of social influence and information-sharing and shed light on the critical social, cognitive and behavioral role of the negotiator in resolving on-line, cross-cultural, conflicts and disputes, and generally in bargaining and negotiation. This book, with its practical exercises, will be of immense help to students and professionals needing to 'practice' with the new negotiating media.

Author : Michele J. Gelfand,Jeanne M. Brett
Publisher : Stanford University Press
Page : 478 pages
File Size : 41,6 Mb
Release : 2004
Category : Business & Economics
ISBN : 9780804745864

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The Handbook of Negotiation and Culture by Michele J. Gelfand,Jeanne M. Brett Pdf

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 negotiation—research-negotiator cognition, motivation, emotion, communication, power and disputing, intergroup relationships, third parties, justice, technology, and social dilemmas—and 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 processes—cognition, 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 : Raymond Cohen
Publisher : Washington, D.C. : United States Institute of Peace
Page : 222 pages
File Size : 44,5 Mb
Release : 1991
Category : Political Science
ISBN : UOM:39015022269685

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Negotiating Across Cultures by Raymond Cohen Pdf

Author : Bikal Dhungel
Publisher : GRIN Verlag
Page : 17 pages
File Size : 42,7 Mb
Release : 2011-04-28
Category : Language Arts & Disciplines
ISBN : 9783640902187

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Negotiation Skills - Research on Cross Cultural Competence by Bikal Dhungel Pdf

Seminar paper from the year 2008 in the subject Communications - Intercultural Communication, grade: 2,3, Cologne University of Applied Sciences, language: English, abstract: Negotiation can be defined as the process of bargaining between two or more parties to reach a solution that is acceptable to all parties. Negotiation is also a dialogue intended to resolve disputes, to produce an agreement upon courses of action, to bargain for individual or collective advantage, or to craft outcomes to satisfy various interests. It is the primary method of alternative dispute resolution. Negotiation could be defined differently, it depends on the subject. Political negotiation, cultural negotiation, business negotiation etc. Negotiation occurs in government, legal proceedings, in personal situations and in everyday life.

Author : Jeanne M. Brett
Publisher : John Wiley & Sons
Page : 326 pages
File Size : 53,7 Mb
Release : 2014-03-17
Category : Business & Economics
ISBN : 9781118602614

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Negotiating Globally by Jeanne M. Brett Pdf

A framework for anticipating and managing cultural differences at the negotiating table In today's global environment, negotiators who understand cultural differences and negotiation fundamentals have a decided advantage at the bargaining table. This thoroughly revised and updated edition of Negotiating Globally explains how culture affects negotiators' assumptions about when and how to negotiate, their interests and priorities, and their strategies. It explains how confrontation, motivation, influence, and information strategies shift due to culture. It provides strategic advice for negotiators whose deals, disputes, and decisions cross cultural boundaries, and shows how to anticipate cultural differences and then manage them when they appear at the negotiating table. It challenges negotiators to expand their repertoire of strategies, so that they are prepared to negotiate deals, resolve disputes, and make decisions regardless of the culture in which they find themselves. Includes a review of the various contexts and building blocks of negotiation strategy Explains how and why negotiation may be practiced differently in different cultures and how to modify strategy when confronted with different cultural approaches Explores the three primary cultural prototypes negotiators should understand Negotiating Globally is ideal for those relatively new to negotiation, particularly in the global arena, and offers an overview of the various contexts and tactics of negotiation strategy. Written by an award-winning negotiation expert, this book provides an ideal framework for any and all global negotiations.

Author : Roger Fisher,William Ury,Bruce Patton
Publisher : Houghton Mifflin Harcourt
Page : 242 pages
File Size : 55,5 Mb
Release : 1991
Category : Business & Economics
ISBN : 0395631246

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Getting to Yes by Roger Fisher,William Ury,Bruce Patton Pdf

Describes a method of negotiation that isolates problems, focuses on interests, creates new options, and uses objective criteria to help two parties reach an agreement.

Author : Raymond Cohen
Publisher : US Institute of Peace Press
Page : 294 pages
File Size : 50,5 Mb
Release : 1997
Category : Business & Economics
ISBN : 1878379720

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Negotiating Across Cultures by Raymond Cohen Pdf

In this revised edition, as in the first, Cohen explores how cultural factors have affected U.S. dealings with Japan, China, Egypt, India, and Mexico. He demonstrates that there are two quite different models of negotiation: "low context." a predominantly verbal and explicit style typical of individualistic societies such as the United States, and "high context," a style associated with nonverbal and implicit communication more typical of traditionally interdependent societies.

Author : Julian Rudolf
Publisher : GRIN Verlag
Page : 30 pages
File Size : 51,5 Mb
Release : 2020-10-26
Category : Business & Economics
ISBN : 9783346281821

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Culture in Negotiations across Cultures in Business. An Encounter and Business Negotiations between Iceland and Portugal by Julian Rudolf Pdf

Seminar paper from the year 2019 in the subject Business economics - Corporate communication, grade: 1.3, University of Applied Sciences Aschaffenburg, language: English, abstract: The paper focuses on the role of culture in negotiations across cultures in business. Starting point of the paper will be the theoretical analysis of the selected cultures of Portugal and Iceland with the help of relevant theories/approaches regarding culture’s impact on negotiations. The impact of culture on negotiations in business will then be analyzed in a practical part with the help of a specific critical incident with focus on the Portuguese and Icelandic culture. The paper focuses on selected cultural aspects. The focus was chosen on aspects that show the most interesting differences between the cultures of Iceland and Portugal and that are most interesting for the critical incident. The paper focuses on communication aspects, that are important during negotiations, as well as the monochronic and polychronic time orientation and Gestelands’ pattern of relationship-focus and deal-focus. Cross-cultural negotiations are getting more and more important in the business context. Doing business abroad, using sources and hiring workforce from other cultures make cross-cultural negotiations between professionals necessary, especially in times of globalization. In international business, great benefits can be gained from cross-cultural negotiations, nevertheless negotiations across cultures are more complex than negotiations between persons from the same country or culture. Negotiations between people from different cultures add an entire dimension to any negotiation introducing inter alia language barriers, differences in body language and alternative ways of expressing pleasure or displeasure with the elements of the deal that is negotiated. A professional negotiator has to understand the cultures of the participants, as well as culturally specific aspects. People that are involved in international negotiations have to acquire a skill set that is useful in the prevention of undesired perceptions and that promotes successful negotiation outcomes. According to the authors Shi and Wright the business executive’s work has an increasingly international orientation and international business negotiation becomes an important competency in a global business environment.

Author : Nicholas Harkiolakis,Daphne Halkias
Publisher : CRC Press
Page : 248 pages
File Size : 42,5 Mb
Release : 2016-04-29
Category : Business & Economics
ISBN : 9781317143772

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e-Negotiations by Nicholas Harkiolakis,Daphne Halkias Pdf

Practical negotiating skills, including those needed for cross-cultural negotiations have long been taught in classrooms, along with some of the theory that underpins them. Most of this has been based on the notion that negotiation will be interpersonal and face-to-face. In recent years, though, globalization, the telecommunications boom and the ever increasing need for today's professionals to conduct cross-cultural business transactions has led to a new way of negotiating, bargaining, and resolving disputes. In e-Negotiations, Nicholas Harkiolakis and his co-authors highlight the challenge that awaits the young professionals who are today training in business schools. Future dispute resolutions and bargaining will take place between faceless disputants involved in a new kind of social process. Any adolescent with a mobile phone and Internet access knows that most of today's social transactions take place via a hand held or other electronic device. In a world of video conferences, chat rooms, Skype, Facebook, and MySpace, critical financial, business and political decisions are made through interaction between two-dimensional characters on screens. Here, the authors compare and contrast e-negotiation as it currently is with traditional face-to-face negotiation. Case studies illustrate how cross-cultural negotiations can be managed through modern channels of social influence and information-sharing and shed light on the critical social, cognitive and behavioral role of the negotiator in resolving on-line, cross-cultural, conflicts and disputes, and generally in bargaining and negotiation. This book, with its practical exercises, will be of immense help to students and professionals needing to 'practice' with the new negotiating media.

Author : David L. Browman
Publisher : U of Nebraska Press
Page : 433 pages
File Size : 40,5 Mb
Release : 2020-02-17
Category : Social Science
ISBN : 9781496210449

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Cultural Negotiations by David L. Browman Pdf

This meticulously researched reference work documents the role of women who contributed to the development of Americanist archaeology from 1865 to 1940. Between the Civil War and World War II, many women went into anthropology and archaeology, fields that, at the beginning of this period, welcomed and made room for amateurs of both genders. But over time, the increasingly professional structure of these fields diminished or even obscured the contributions of women due to their lack of access to prestigious academic employment and publishing opportunities. As a result, a woman archaeologist during this period often published her research under her husband's name or as a junior author with her husband. In Cultural Negotiations archaeologist David L. Browman has scoured the archaeological literature and archival records of several institutions to bring the stories of more than two hundred women in Americanist archaeology to light through detailed biographies that discuss their contributions and publications. This work highlights how the social and cultural construction of archaeology as a field marginalized women and will serve as an invaluable reference to those researchers who continue to uncover the history of women in the sciences.