Negotiating Across Cultures PDF Download

Author: Raymond Cohen
Publisher: Washington, D.C. : United States Institute of Peace
ISBN:
Category : Political Science
Languages : en
Pages : 222

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Author: Mohammad Ayub Khan
Publisher: Springer
ISBN: 3030002772
Category : Business & Economics
Languages : en
Pages : 577

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Book Description
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
ISBN: 0804745862
Category : Business & Economics
Languages : en
Pages : 478

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Book Description
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: Dr Daphne Halkias
Publisher: Gower Publishing, Ltd.
ISBN: 1409459985
Category : Business & Economics
Languages : en
Pages : 346

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Book Description
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: Christopher W. Moore
Publisher: John Wiley & Sons
ISBN: 0470573449
Category : Law
Languages : en
Pages : 626

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Book Description
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: Evangelos Raftopoulos
Publisher: Cambridge University Press
ISBN: 1108186904
Category : Law
Languages : en
Pages : 287

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Book Description
Evangelos Raftopoulos explores international negotiation as a structured process of relational governance that generates international common interest between and among international participants and in relation to the international public order. He challenges prescriptive models of negotiation - developed in international relations and positivistic approaches to international law, which artificially separate treaties from negotiation in the name of 'objectivity' - and opens a window for looking at international negotiations from a novel, international law perspective. Using an interdisciplinary approach that incorporates law, philosophy, politics, and linguistics, he proposes a holistic, theoretical model of multilateral international negotiation that not only offers a 'subjective' view of international law in practice but also demonstrates the importance of understanding the horizontal normativity of international ordering. This work should be read by academics and practitioners of international law and negotiations, officials of international organizations, and anyone else interested in international law and international relations.

Author: Leo Karrer
Publisher: Graduate Institute Publications
ISBN: 2940503117
Category : Political Science
Languages : en
Pages : 31

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Book Description
Cross-cultural interactions take place every day in contemporary Afghanistan between locals and the thousands of foreigners working in the country as diplomats, officials from international organisations and humanitarian aid workers. As their work requires them to interact with Afghans in manifold ways, all foreigners are, at least indirectly, required to negotiate. Karrer’s ePaper sheds light on the cross-cultural issues likely to contribute to the difficulties encountered by the international community in negotiating with Afghans, as well as for Afghans negotiating with foreigners. Through an analysis of academic literature, Karrer broadly outlines selected elements of Pashtun, in contrast to Western, negotiation culture, discusses the extent to which this negotiation culture may be attributed to Pashtun tradition, and attempts to highlight the complexity of Afghan negotiation behaviour against the binary indexing predominant in the preconceived cluster of Western cross-cultural negotiation and communication theories. Karrer’s research yields some significant insights into the impacts of cross-cultural issues on negotiation. Largely, he finds that current cross-cultural theories fail to provide a solid basis upon which to interpret the reality that exists on the ground in Afghanistan. This Paper draws on a final research work submitted to fulfil the requirements of the Executive Master in International Negotiation and Policy-Making (INP). The views and opinions expressed in this ePaper are those of the author and do not necessarily reflect the official policy or position position of Switzerland's Federal Department of Foreign Affairs (FDFA).

Author: Tamara Cofman Wittes
Publisher: US Institute of Peace Press
ISBN: 9781929223640
Category : History
Languages : en
Pages : 194

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Book Description
Refreshing and revealing in equal measure, this innovative volume conducts a critical/self--critical exploration of the impact of culture on the ill-fated Oslo peace process. The authors negotiators and scholars alike demolish stereotypes as they construct an unusually subtle and sophisticated understanding of how culture influences negotiating styles. Culture, they argue, did not cause the Oslo breakdown but it did play an influential, intervening role at several levels: coloring the thinking of political leaders, shaping domestic politics on both sides, and affecting each side s evaluation of the other s beliefs and intentions.After an overview by William Quandt of the history of the Oslo process and the impact of international factors such as U.S. mediation, the volume presents a detailed analysis of first Palestinian, and then Israeli negotiating styles between 1993 and 2001. Omar Dajani, a former legal advisor to the Palestinian team, explains how elements of Palestinian identity and national development have hobbled the Palestinians ability to negotiate effectively. Aharon Klieman, a distinguished Israeli analyst, traces a long-standing clash between diplomatic and security subcultures within the Israeli political elite and reveals how Israeli identity has helped create a negotiating style that opts for short-term gains while undermining the prospects for a lasting agreement. Drawing on these insights, Tamara Wittes concludes the volume by offering not only a fresh appreciation of culture s influence on interethnic negotiations but also lessons for future negotiators in the Israeli-Palestinian conflict.Read the review from Foreign Affairs."

Author: Bikal Dhungel
Publisher: GRIN Verlag
ISBN: 3640902181
Category : Language Arts & Disciplines
Languages : en
Pages : 17

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Book Description
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: Jeswald W. Salacuse
Publisher: St. Martin's Press
ISBN: 1466889624
Category : Business & Economics
Languages : en
Pages : 321

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Book Description
In today's global business environment, an executive must have the skills and knowledge to navigate all stages of an international deal, from negotiations to managing the deal after it is signed. The aim of The Global Negotiator is to equip business executives with that exact knowledge. Whereas most books on negotiation end when the deal is made, Jeswald W. Salacuse will guide the reader from the first handshake with a potential foreign partner to the intricacies of making the international joint venture succeed and prosper, or should things go poorly, how to deal with getting out of a deal gone wrong. Salacuse illustrates the many ways in which an international deal may falter and the methods parties can use to save it, provides the necessary technical knowledge to structure specific business transactions, and explores the transformations to the international business landscape over the last decade.