Handbook Of Global And Multicultural Negotiation

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Handbook of Global and Multicultural Negotiation

Christopher W. Moore,Peter J. Woodrow
Handbook of Global and Multicultural Negotiation Book PDF

Author : Christopher W. Moore,Peter J. Woodrow
Publisher : John Wiley & Sons
Page : 626 pages
File Size : 49,5 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

The Handbook of Negotiation and Culture

Michele J. Gelfand,Jeanne M. Brett
The Handbook of Negotiation and Culture Book PDF

Author : Michele J. Gelfand,Jeanne M. Brett
Publisher : Stanford University Press
Page : 478 pages
File Size : 45,5 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.

The Palgrave Handbook of Cross-Cultural Business Negotiation

Mohammad Ayub Khan,Noam Ebner
The Palgrave Handbook of Cross Cultural Business Negotiation Book PDF

Author : Mohammad Ayub Khan,Noam Ebner
Publisher : Springer
Page : 577 pages
File Size : 40,8 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.

Handbook of International Negotiation

Mauro Galluccio
Handbook of International Negotiation Book PDF

Author : Mauro Galluccio
Publisher : Springer
Page : 468 pages
File Size : 46,8 Mb
Release : 2014-12-04
Category : Psychology
ISBN : 9783319106878

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Handbook of International Negotiation by Mauro Galluccio Pdf

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.

Negotiating Globally

Jeanne M. Brett
Negotiating Globally Book PDF

Author : Jeanne M. Brett
Publisher : Jossey-Bass
Page : 296 pages
File Size : 40,8 Mb
Release : 2001-04-23
Category : Business & Economics
ISBN : UCSD:31822031377195

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Negotiating Globally by Jeanne M. Brett Pdf

Brett uses real-world examples to illustrate how the political and legal context of negotiation affects parties' interests and gives strategic advice for dealing with corruption in international business transactions."--BOOK JACKET.

Handbook of Research on Negotiation

Mara Olekalns,Wendi L. Adair
Handbook of Research on Negotiation Book PDF

Author : Mara Olekalns,Wendi L. Adair
Publisher : Edward Elgar Publishing
Page : 561 pages
File Size : 44,5 Mb
Release : 2013-01-01
Category : Language Arts & Disciplines
ISBN : 9781781005903

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Handbook of Research on Negotiation by Mara Olekalns,Wendi L. Adair Pdf

This Handbook combines a review of negotiation research with state-of-the-art commentary on the future of negotiation theory and research. Leading international scholars give insight into both the factors known to shape negotiation and the questions that we need to answer as we strive to deepen our understanding of the negotiation process. This Handbook provides analyses of the negotiation process from four distinct perspectives: negotiators' cognition and emotion, social processes and social inferences, communication processes, and complex negotiations, covering trade, peace, environment, and crisis negotiations. Providing an introduction to key topics in negotiation, written by leading researchers in the field, the book will prove insightful for undergraduate students. It also incorporates an excellent summary of past research as well as highlights new directions negotiation research might take which will be valuable for postgraduate students and academics wishing to expand their knowledge on the subject.

Creative Solutions to Global Business Negotiations, Third Edition

Claude Cellich
Creative Solutions to Global Business Negotiations Third Edition Book PDF

Author : Claude Cellich
Publisher : Business Expert Press
Page : 310 pages
File Size : 48,6 Mb
Release : 2020-12-24
Category : Business & Economics
ISBN : 9781952538797

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Creative Solutions to Global Business Negotiations, Third Edition by Claude Cellich Pdf

Practical and user friendly, the author describes all the key elements needed to negotiate deals that are doable, profitable, and sustainable. Based on decades of teaching and consultancies around the world, the author provides a useful guide for business executives operating in today’s digitalized global economy. This latest edition will help readers enhance their preparation, anticipate objections, create value for tangibles/intangibles, and avoid cultural blunders to reach mutually beneficial outcomes. By sharpening negotiation skills, business executives will be able to interact more effectively with their counterparts in the fast changing global business environment and the rising influence of third parties. Practical and user friendly, the author describes all the key elements needed to negotiate deals that are doable, profitable, and sustainable.

Negotiation Preparation in a Global World

Jill E. Rudd,D. Timothy Hughes
Negotiation Preparation in a Global World Book PDF

Author : Jill E. Rudd,D. Timothy Hughes
Publisher : Routledge
Page : 191 pages
File Size : 55,9 Mb
Release : 2019-10-28
Category : Language Arts & Disciplines
ISBN : 9781351700702

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Negotiation Preparation in a Global World by Jill E. Rudd,D. Timothy Hughes Pdf

Negotiation Preparation in a Global World guides the reader through a series of issues to consider in building international and intercultural business negotiation skills. It takes the approach of examining failed business negotiations to analyze how improved communication might have led to successful outcomes. Each chapter presents theoretical background related to a communication failure and explores alternative strategies to the situation. This volume is ideal for undergraduate- and graduate-level students studying business, leadership, and organizational development, as well as those new to the global marketplace or interested in learning how to negotiate in the intercultural business arena.

The SAGE Handbook of Intercultural Competence

Darla K. Deardorff
The SAGE Handbook of Intercultural Competence Book PDF

Author : Darla K. Deardorff
Publisher : SAGE
Page : 560 pages
File Size : 46,5 Mb
Release : 2009-08-31
Category : Language Arts & Disciplines
ISBN : 9781412960458

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The SAGE Handbook of Intercultural Competence by Darla K. Deardorff Pdf

Containing chapters by some of the world's leading experts and scholars on the subject, this book provides a broad context for intercultural competence. Including the latest research on intercultural models and theories, it presents guidance on assessing intercultural competence through the exploration of key assessment principles.

The SAGE Encyclopedia of Intercultural Competence

Janet M. Bennett
The SAGE Encyclopedia of Intercultural Competence Book PDF

Author : Janet M. Bennett
Publisher : SAGE Publications
Page : 1024 pages
File Size : 44,9 Mb
Release : 2015-03-23
Category : Social Science
ISBN : 9781483346250

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The SAGE Encyclopedia of Intercultural Competence by Janet M. Bennett Pdf

In 1980, SAGE published Geert Hofstede’s Culture’s Consequences. It opens with a quote from Blaise Pascal: “There are truths on this side of the Pyrenees that are falsehoods on the other.” The book became a classic—one of the most cited sources in theSocial Science Citation Index—and subsequently appeared in a second edition in 2001. This new SAGE Encyclopedia of Intercultural Competence picks up on themes explored in that book. Cultural competence refers to the set of attitudes, practices, and policies that enables a person or agency to work well with people from differing cultural groups. Other related terms include cultural sensitivity, transcultural skills, diversity competence, and multicultural expertise. What defines a culture? What barriers might block successful communication between individuals or agencies of differing cultures? How can those barriers be understood and navigated to enhance intercultural communication and understanding? These questions and more are explained within the pages of this new reference work. Key Features: 300 to 350 entries organized in A-to-Z fashion in two volumes Signed entries that conclude with Cross-References and Suggestions for Further Readings Thematic “Reader’s Guide” in the front matter grouping related entries by broad topic areas Chronology that provides a historical perspective of the development of cultural competence as a discrete field of study Resources appendix and a comprehensive Index The SAGE Encyclopedia of Intercultural Competence is an authoritative and rigorous source on intercultural competence and related issues, making it a must-have reference for all academic libraries.

Cross-Cultural Practices in Business and Finance

Binod Sundararajan,Oksana Shkurska,Shannon Lin
Cross Cultural Practices in Business and Finance Book PDF

Author : Binod Sundararajan,Oksana Shkurska,Shannon Lin
Publisher : Springer Nature
Page : 197 pages
File Size : 45,5 Mb
Release : 2023-03-14
Category : Business & Economics
ISBN : 9783031064401

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Cross-Cultural Practices in Business and Finance by Binod Sundararajan,Oksana Shkurska,Shannon Lin Pdf

This textbook explains the effects of culture on business practices and introduces students to the cross-cultural and international dimensions of working internationally, exploring topics across both business and finance. Given that doing business across cultures has become the norm in modern companies, managers must develop and acquire the skills to lead effectively in cross-cultural contexts. This textbook will help you to attain those skills through its practical and situational examples involving countries and regions around the world while learning about the cultural and business practices of people from different backgrounds, ethnicities, diversities, educational levels, and social strata and hierarchies. It covers important aspects of doing business across cultures/countries, such as the role (and importance) of technology adoption, different organizational forms, financial and accounting approaches in different parts of the world, negotiating practices, ethics across the globe, and working and studying abroad. Further, it equips readers with useful knowledge about cross-cultural nuances beyond the usual discussions of high vs. low contexts, power distance, uncertainty avoidance, and such dimensions of cross-cultural interactions. The varied experiences of the authors – having lived and worked in many countries – along with their backgrounds in linguistics, communication, and financial accounting provide unique perspectives not available elsewhere. With its case studies, end-of-chapter exercises, as well as multiple-choice and short-answer questions, this broad, yet thorough textbook will guide you in leading with cultural intelligence.

English for Diplomatic Purposes

Patricia Friedrich
English for Diplomatic Purposes Book PDF

Author : Patricia Friedrich
Publisher : Multilingual Matters
Page : 160 pages
File Size : 55,8 Mb
Release : 2016-05-19
Category : Political Science
ISBN : 9781783095490

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English for Diplomatic Purposes by Patricia Friedrich Pdf

English is used in diplomatic contexts worldwide, including in situations where none of the interlocutors are native-speakers. This ground-breaking volume brings together the perspectives of researchers and practitioners to discuss the needs of those using and learning English for Diplomatic Purposes. Chapter authors use concepts from sociolinguistics, World Englishes, Peace Linguistics and English as a Lingua Franca. Combined with this theoretical background is a pragmatic understanding of the work of diplomacy and the realities of communication, as well as exercises designed to help students, teachers and practicing diplomats reflect on, and develop, their language use. This book represents an important first step in the opening-up of English for Diplomatic Purposes as a distinct field of study and learning, and as such will be required reading for those working and studying in this area.

Cross-Cultural Competence for a Twenty-First-Century Military

Robert Greene Sands,Allison Greene-Sands
Cross Cultural Competence for a Twenty First Century Military Book PDF

Author : Robert Greene Sands,Allison Greene-Sands
Publisher : Lexington Books
Page : 414 pages
File Size : 41,7 Mb
Release : 2013-12-24
Category : Political Science
ISBN : 9780739179604

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Cross-Cultural Competence for a Twenty-First-Century Military by Robert Greene Sands,Allison Greene-Sands Pdf

Warfare in the 21st century is far different than warfare throughout the 19th and 20th centuries. Conventional warfare was about kinetic force and bending an adversary by might and strength. Skills valued were those related to mastery of weapons and placing ordnance on target. Courage and valor were defined by conflict, militaries were distinct from the population, and occupation was an enduring stage of war. Contemporary warfare, besides continuing to be an exercise in military strength, is composed of missions that depend on skills to forge interpersonal relationships and build sustainable partnerships with a host of actors that once had no voice or role in conflict’s duration or conclusion. Today, final victory does not conclude directly from conflict, in fact victory may be subsumed into the larger and more consuming equation of international stability. Twenty-first century warfare is about counterinsurgency and counter-terrorism through an array of strategies that foster collusion and collaboration not acquiescence.Cross-cultural competence (3C) is a suite of competencies and enablers that have been identified as critical to instill in expeditionary military and civilian personnel in the Department of Defense (DoD). Defined as a set of knowledge, skills, abilities and attitudes (KSAAs), 3C promotes effective interaction across cultural divides through exchanging ideas and meaning across cultures, facilitating effective cross-cultural interactions to develop and sustain relationships and providing a means to discern meaning from foreign and culturally different behavior. 3C permeates DoD policy, doctrine, strategy and operations and is now being institutionalized in DoD military and civilian education and training. Cross-Cultural Competence for a Twenty-First-Century Military: Culture, the Flipside of COIN is a volume edited by two acknowledged experts on 3C in military learning, policy and research and explores the value and necessity of 3C to developing 21st Century warfighters. This volume features chapters by the editors and a host of multidisciplinary experts that probes all aspects of 3C, from concept to application. The message carried throughout Cross-Cultural Competence for a 21st Century Military is that contemporary and future security endeavors will be successful because winning wars ultimately rest on developing and sustaining cross-cultural relationships as much as it does on weapons and force.

The Handbook of Cross-Cultural Management Research

Peter B. Smith,Mark F. Peterson,David C. Thomas
The Handbook of Cross Cultural Management Research Book PDF

Author : Peter B. Smith,Mark F. Peterson,David C. Thomas
Publisher : SAGE Publications
Page : 592 pages
File Size : 52,9 Mb
Release : 2008-05-22
Category : Business & Economics
ISBN : 9781483342696

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The Handbook of Cross-Cultural Management Research by Peter B. Smith,Mark F. Peterson,David C. Thomas Pdf

Renowned international experts Peter B. Smith, Mark F. Peterson, and David C. Thomas, editors of the The Handbook of Cross-Cultural Management, have drawn together scholars in the field of management from around the world to contribute vital information from their cross-national studies to this innovative, comprehensive tome. Chapters explore links between people and organizations, providing useful cultural perspectives on the most significant topics in the field of organizational behavior—such as motivation, human resource management, and leadership —and answering many of the field's most controversial methodological questions. Key Features Presents innovative perspectives on the cultural context of organizations: In addition to straightforward coverage of structures and processes, this Handbook addresses locally distinctive, indigenous views of organizational processes from around the world and considers the interplay of climate and wealth when analyzing how organizations operate. Offers an integrated theoretical framework: At the start of each substantive section, the Editors provide context for the upcoming chapters by discussing how prevalent cultures in different parts of the world place emphasis on particular aspects of organizational processes and outcomes. Boasts a global group of contributing scholars: This Handbook features contributing authors from around the world who represent an outstanding mix of respected, long-standing scholars in cross-cultural management as well as newer names already impacting the literature. Provides an authoritative agenda for the future development of the field: All chapters conclude with a list of promising avenues for further research and a focus on issues that remain unresolved. Intended Audience This Handbook is an ideal resource for researchers, instructors, professionals, and graduate students in fields of business, management, and psychology.

Understanding International Conflict Management

Charity Butcher,Maia Carter Hallward
Understanding International Conflict Management Book PDF

Author : Charity Butcher,Maia Carter Hallward
Publisher : Routledge
Page : 329 pages
File Size : 47,9 Mb
Release : 2019-11-28
Category : Political Science
ISBN : 9780429826870

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Understanding International Conflict Management by Charity Butcher,Maia Carter Hallward Pdf

This new textbook introduces key mechanisms and issues in international conflict management and engages students with a comprehensive interdisciplinary approach to mitigating, managing, and transforming international conflicts. The volume identifies key historical events and international agreements that have shaped and defined the field of international conflict management, as well as key dilemmas facing the field at this juncture. The first section provides an overview of key mechanisms for international conflict management, such as negotiation, mediation, nonviolent resistance, peacekeeping, peacebuilding, transitional justice, and reconciliation. The second section tackles important cross-cutting themes, such as technology, religion, the economy, refugees and migration, and the role of civil society, examining how these issues contribute to international conflicts and how they can be leveraged to help address such conflicts. Each chapter includes a brief historical overview of the evolution of the issue or mechanism, identifies key theoretical and practical debates, and includes case studies, discussion questions, website links, and suggested further reading for further study and engagement. By providing a mixture of theory and practical examples, this textbook provides students with the necessary background to navigate this interdisciplinary field. This volume will be of great interest to students of international conflict management, conflict resolution, peace studies, and international relations in general.