French Negotiating Behavior

Author : Charles Cogan
Publisher : US Institute of Peace Press
Page : 370 pages
File Size : 55,7 Mb
Release : 2003
Category : Language Arts & Disciplines
ISBN : 1929223528

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French Negotiating Behavior by Charles Cogan Pdf

Even before it led opposition to the recent war on Iraq, France was considered the most difficult of the United States' major European allies. Each side tends to irritate the other, not least at the negotiating table, where Americans complain of French pretensions and arrogance, and the French fulminate against U.S. hegemonisme and egoisme. But, whether they like it or not, the two nations are going to have to deal with one another for a long time to come. Charles Cogan's timely and insightful study can't guarantee to make those encounters more fruitful, but it will help France's negotiating counterparts understand how and why French officials behave as they do. With impressive objectivity and authority, Cogan first explores the cultural and historical factors that have shaped the French approach and then dissects its key elements. Mixing rationalism and nationalism, rhetoric and brio, self-importance and embattled vulnerability, French negotiators often seem more interested in asserting their country's "universal" mission than in reaching agreement. Three recent case studies illustrate this distinctively French mélange. Yet agreement is by no means always elusive. Cogan offers practical suggestions for making negotiations more cooperative and productive--although he also emphasizes the long-term damage inflicted by the crisis over Iraq. Drawing on candid interviews with many of today's leading players on the French, American, British, and German sides, this engaging volume will inform and stimulate both seasoned practitioners and academics as well as students of France and the negotiating process. This book is the recipient of the Prix Ernest Lémonon from L'Académie des Sciences Morales et Politiques, 2006

Author : Lothar Katz
Publisher : Booksurge Publishing
Page : 478 pages
File Size : 48,7 Mb
Release : 2006
Category : Business and politics
ISBN : UCLA:L0099971780

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Negotiating International Business by Lothar Katz Pdf

Pt. 1. International negotiations. -- Pt. 2. Negotiation techniques used around the world. -- Pt. 3. Negotiate right in any of 50 countries.

Author : I. William Zartman
Publisher : Cambridge University Press
Page : 359 pages
File Size : 53,9 Mb
Release : 2019-04-11
Category : Business & Economics
ISBN : 9781108475839

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How Negotiations End by I. William Zartman Pdf

The first full-length work to analyze the closing phase of negotiations, identifying the negotiators' behavior patterns in the endgame.

Author : Hans Binnendijk
Publisher : DIANE Publishing
Page : 159 pages
File Size : 52,8 Mb
Release : 1995-02
Category : Diplomacy
ISBN : 9780788115707

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National Negotiating Styles by Hans Binnendijk Pdf

Provides a profile of each national negotiating style for China, the Soviet Union, Japan, France, Egypt and Mexico. Reviews each nation's historical and institutional setting, the characteristics of its political culture, the style of the negotiators themselves, and national strategies and tactics. Suggests bargaining guidelines for U.S. negotiators.

Author : Pervez N. Ghauri,Jean-Claude Usunier
Publisher : Emerald Group Publishing
Page : 548 pages
File Size : 45,5 Mb
Release : 2003-09-30
Category : Business & Economics
ISBN : 0080442935

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International Business Negotiations by Pervez N. Ghauri,Jean-Claude Usunier Pdf

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 : Kai Hammerich,Richard D. Lewis
Publisher : John Wiley & Sons
Page : 66 pages
File Size : 45,6 Mb
Release : 2013-09-30
Category : Business & Economics
ISBN : 9781118608562

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Fish Can't See Water by Kai Hammerich,Richard D. Lewis Pdf

How national culture impacts organizational culture—and business success Using extensive case studies of successful global corporations, this book explores the impact of national culture on the corporate strategy and its execution, and through this ultimately business success—or failure. It does not argue that different cultures lead to different business results, but that all cultures impact organizations in ways both positive and negative, depending on the business cycle, the particular business, and the particular strategies being pursued. Depending on all of these factors, cultural dynamics can either enable or derail performance. But recognizing those cultural factors is difficult for business leaders; like everyone else, they too can be blind to the culture of which they are a part. The book offers managers and leaders eight recommendations for recognizing those cultural factors that negatively impact performance, as well as those that can be harnessed to encourage superior performance. With real case studies from companies in Asia, Europe, and the United States, this book offers a truly global approach to organizational culture. Offers a fresh approach to the effects of national culture on organizational culture that is applicable to any country in any region Based on case studies of such companies as Toyota, Samsung, General Motors, Nokia, Walmart, Kone and British Leyland It describes the origins and nature of the most common corporate crisis and how culture impacts the response to such a crisis Ideal for managers, business leaders, and board members, as well as business school students A welcome response to the flat-Earth fad that argues we're all alike, this book offers a nuanced and practical view of cultural differentiators and how they can enable or derail business performance.

Author : Nadine Joseph
Publisher : World Trade Press
Page : 100 pages
File Size : 51,9 Mb
Release : 1997
Category : Business & Economics
ISBN : 1885073291

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Passport France by Nadine Joseph Pdf

Success in international business is not just about your product and service or your terms and delivery schedule. Success in international business is about people, traditions, and relationships. PASSPORT FRANCE will help you avoid cultural faux pas, learn about French values and beliefs, develop an appropriate negotiating style, and more. Don't travel without your PASSPORT!

Author : John W. Limbert
Publisher : Unknown
Page : 16 pages
File Size : 54,5 Mb
Release : 2008
Category : Diplomatic negotiations in international disputes
ISBN : PURD:32754075978688

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Negotiating with the Islamic Republic of Iran by John W. Limbert Pdf

Author : Roger Fisher,William Ury,Bruce Patton
Publisher : Houghton Mifflin Harcourt
Page : 242 pages
File Size : 51,7 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 : William Hernández Requejo,John L. Graham
Publisher : St. Martin's Press
Page : 273 pages
File Size : 51,5 Mb
Release : 2014-12-02
Category : Business & Economics
ISBN : 9781466886414

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Global Negotiation by William Hernández Requejo,John L. Graham Pdf

Each year American executives make nearly eight million trips overseas for international business. In the process, they leave billions of dollars on the negotiation table. Global Negotiation provides critical tools to help businesspeople save money (and face) when negotiating across cultural divides. Drawing on their more than 50 combined years of experience, as well as extensive field research with over 2000 business people in 21 different cultures, John L. Graham and William Hernández Requejo have discovered how to create long-lasting commercial relationships around the world. The authors provide a rare combination of practical insight and illuminating anecdotes, and offer examples from well-known companies such as Toyota, Ford, Intel, AT&T, Rockwell, Boeing, and Wal-Mart.

Author : Martin C. Euwema,Francisco J. Medina,Ana Belén García,Erica Romero Pender
Publisher : Springer
Page : 339 pages
File Size : 53,7 Mb
Release : 2019-05-28
Category : Psychology
ISBN : 9783319925318

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Mediation in Collective Labor Conflicts by Martin C. Euwema,Francisco J. Medina,Ana Belén García,Erica Romero Pender Pdf

This open access book opens up the black box of mediation in collective conflicts through the analyses and comparisons of various systems. Mediation and related third party interventions such as conciliation and facilitation are discussed as effective prevention and regulation tools for different types of collective labor conflicts. These interventions fit in a new developed five-phase model of collective conflicts in organizations, going from capacity building in latent conflicts, through conciliation, mediation and arbitration in escalating phases, to rebuilding of trust after hot conflicts. The authors promote understanding and discussion with regards to labor mediation systems, presenting comparative research on the perspectives of mediators and users of mediation. This book describes and analyses laws, regulations and practices of mediation in seventeen countries, with a relative strong emphasis on Europe. Part 1 presents theoretical frameworks on conciliation and mediation in collective labor conflicts. Part 2 presents regulations and practices in 12 European countries: Belgium, Denmark, Estonia, France, Italy, Poland, Portugal, Spain, The Netherlands, and the United Kingdom. Part 3 discusses mediation in these collective conflicts in Australia, China, India, South Africa and the USA. Part 4 offers conclusions and ways forward. This book offers analyses, good practices and developments for third party intervention in collective labor conflicts in global and local changing environments. This book is a must-read for policy makers, , social partners at different levels, as well as scholars and practitioners in industrial relations, human resources management and conflict management, particularly conciliators and mediators.

Author : FRANÇOIS DE CALLIÈRES
Publisher : BEYOND BOOKS HUB
Page : 99 pages
File Size : 42,6 Mb
Release : 2022-01-01
Category : Fiction
ISBN : 8210379456XXX

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ON THE MANNER OF NEGOTIATING WITH PRINCES by FRANÇOIS DE CALLIÈRES Pdf

DIPLOMACY is one of the highest of the political arts. In a well-ordered commonwealth it would be held in the esteem due to a great public service in whose hands the safety of the people largely lies; and it would thus attract to its ranks its full share of national ability and energy which for the most part to-day passes into other professions. But the diplomatic service, at all times, and in almost all countries, has suffered from lack of public appreciation: though perhaps at no time has it had so many detractors as to-day. Its almost unparalleled unpopularity is due to a variety of causes, some of which are temporary and removable, while others must be permanent in human affairs, for they were found to operate in the days when the author of this little book shone in French diplomacy. The major cause is public neglect; but it is also due, in no small measure, to the prevalent confusion between[Pg vi] policy, which is the substance, and diplomacy proper, which is the process by which it is carried out. This confusion exists not only in the popular mind, but even in the writings of historians who might be expected to practise a better discernment. Policy is the concern of governments. Responsibility therefore belongs to the Secretary of State who directs policy and appoints the agents of it. But the constitutional doctrine of ministerial responsibility is not an unvarying reality. No one will maintain that Lord Cromer’s success in Egypt was due to the wisdom of Whitehall, or to anything but his own sterling qualities. Nor can a just judgment of our recent Balkan diplomacy fail to assign a heavy share of the blame to the incompetence of more than one ‘man on the spot.’ The truth is, that the whole system, of which, in their different measure, Downing Street and the embassies abroad are both responsible parts, is not abreast of the needs of the time, and will not be until Callières’s excellent maxims become the common practice of the service. These maxims are to be found in the little book of which a free translation is here presented. François de Callières treats diplomacy as the art[Pg vii] practised by the négotiateur—a most apt name for the diplomatist—in carrying out the instructions of statesmen and princes. The very choice of the word manière in his title shows that he conceives of diplomacy as the servant, not the author, of policy; and indeed his argument is not many pages old before he is heard insisting that it is ‘the agent of high policy.’ Observance of this distinction is the first condition of fruitful criticism. It is therefore worth while, at the outset, to clear away the obscurity and confusion which surround the subject, and thus, in some measure, to relieve both diplomacy in general and the individual diplomatist in particular from the burden of irrelevant and unjust criticism..

Author : Richard D. Lewis
Publisher : Nicholas Brealey
Page : 228 pages
File Size : 51,6 Mb
Release : 2010-11-26
Category : Business & Economics
ISBN : 9781473645196

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When Cultures Collide by Richard D. Lewis Pdf

The successful managers for the next century will be the culturally sensitive ones. You can gain competitive advantage from having strategies to deal with the cultural differences you will encounter in any international business setting. Richard Lewis provides a guide to working and communicating across cultures, and explains how your culture and language affect the ways in which you think and respond. This revised and expanded edition in paperback of Richard Lewis's book provides an ever more global and practical guide not just to understanding but also managing in different business cultures. New chapters on more than a dozen countries - from Iraq, Israel and Pakistan to Serbia, Columbia and Venezuela - vastly broaden the range.

Author : Mohammad Ayub Khan,Noam Ebner
Publisher : Springer
Page : 577 pages
File Size : 40,5 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 : George J. Siedel
Publisher : Van Rye Publishing, LLC
Page : 159 pages
File Size : 46,9 Mb
Release : 2014-10-04
Category : Business & Economics
ISBN : 9780990367123

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Negotiating for Success: Essential Strategies and Skills by George J. Siedel Pdf

We all negotiate on a daily basis. We negotiate with our spouses, children, parents, and friends. We negotiate when we rent an apartment, buy a car, purchase a house, and apply for a job. Your ability to negotiate might even be the most important factor in your career advancement. Negotiation is also the key to business success. No organization can survive without contracts that produce profits. At a strategic level, businesses are concerned with value creation and achieving competitive advantage. But the success of high-level business strategies depends on contracts made with suppliers, customers, and other stakeholders. Contracting capability—the ability to negotiate and perform successful contracts—is the most important function in any organization. This book is designed to help you achieve success in your personal negotiations and in your business transactions. The book is unique in two ways. First, the book not only covers negotiation concepts, but also provides practical actions you can take in future negotiations. This includes a Negotiation Planning Checklist and a completed example of the checklist for your use in future negotiations. The book also includes (1) a tool you can use to assess your negotiation style; (2) examples of “decision trees,” which are useful in calculating your alternatives if your negotiation is unsuccessful; (3) a three-part strategy for increasing your power during negotiations; (4) a practical plan for analyzing your negotiations based on your reservation price, stretch goal, most-likely target, and zone of potential agreement; (5) clear guidelines on ethical standards that apply to negotiations; (6) factors to consider when deciding whether you should negotiate through an agent; (7) psychological tools you can use in negotiations—and traps to avoid when the other side uses them; (8) key elements of contract law that arise during negotiations; and (9) a checklist of factors to use when you evaluate your performance as a negotiator. Second, the book is unique in its holistic approach to the negotiation process. Other books often focus narrowly either on negotiation or on contract law. Furthermore, the books on negotiation tend to focus on what happens at the bargaining table without addressing the performance of an agreement. These books make the mistaken assumption that success is determined by evaluating the negotiation rather than evaluating performance of the agreement. Similarly, the books on contract law tend to focus on the legal requirements for a contract to be valid, thus giving short shrift to the negotiation process that precedes the contract and to the performance that follows. In the real world, the contracting process is not divided into independent phases. What happens during a negotiation has a profound impact on the contract and on the performance that follows. The contract’s legal content should reflect the realities of what happened at the bargaining table and the performance that is to follow. This book, in contrast to others, covers the entire negotiation process in chronological order beginning with your decision to negotiate and continuing through the evaluation of your performance as a negotiator. A business executive in one of the negotiation seminars the author teaches as a University of Michigan professor summarized negotiation as follows: “Life is negotiation!” No one ever stated it better. As a mother with young children and as a company leader, the executive realized that negotiations are pervasive in our personal and business lives. With its emphasis on practical action, and with its chronological, holistic approach, this book provides a roadmap you can use when navigating through your life as a negotiator.