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For this substantially revised edition of his 1991 book, Raymond Cohen has added two new chapters, updated previous examples, and added numerous recent ones, especially concerning U.S. trade agreements. Newly added cases include the negotiations over NAFTA, China's most-favored-nation status, the nuclear non-proliferation treaty, and the Okinawa bases. All in all, about 40 percent of the text is new. 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. He concludes the book with ten specific recommendations for the intercultural negotiator.
Intended for negotiators and students of negotiation who seek to understand the principles and processes of cross-cultural negotiation and develop effective strategies for negotiating in different cultures. This book about strategic negotiation across cultures examines the negotiations of US multinational companies in China, Japan, and India.
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.
This version has new and updated cases and a worldwide coverage that will be of high interest to everybody involved with cross-cultural matters whether as student, researcher or business visitor. This is the indispensable practical guide for international business people who sell, manage and negotiate across cultures since it is designed to prepare the business visitor to conduct effective negotiations in the world's major markets.
Essay from the year 2010 in the subject Business economics - Business Management, Corporate Governance, grade: 96.00, University of Phoenix, course: ISCOM 373 Global Sourcing and Procurement, language: English, abstract: Negotiating Across Culture Paper- India and the United States Negotiating is a difficult task in supply chain management. Many variables must be considered when negotiating especially on a global scale. Understanding important factors assist in developing and following negotiation strategies across cultures and ethnic differences. Effective use of various techniques and concepts increases the probability of an organization reach a successful conclusion to global negotiations. Failure to adhere to these certain procedures can result in failed negotiations. This paper will review how an organization headquartered in the United States will negotiate with a potential supplier in India on a major purchase of key components used in manufacturing the United Sates organization’s product. In evaluating this negotiation process several concepts will be addressed: the cultural and ethnic makeup of each country will be introduced, cultural and ethnic differences between the two countries, determination of the correct negotiation tactic, and how the negotiation will be conducted to reach the desired objective.
"Communication in Global Business Negotiations: A Geocentric Approach presents college-level business and communications majors with a new approach for studying communication and negotiation in international business, using a geocentric cross-disciplinary framework. Chapters cover intercultural communication, provide students with a view of the world and how to negotiate with others from different cultures, and uses practitioners' perspectives to inject real-world case studies and scenarios into the picture. College-level business collections will find this an essential acquisition." —THE MIDWEST BOOK REVIEW "Authors Jill E. Rudd and Diana R. Lawson uniquely integrate communication and international business perspectives to help readers develop a strong understanding of the elements for negotiating an international setting, as well as the skills needed to adapt to the changing environment." —BUSINESS INDIA Presenting a new method for the study of communication and negotiation in international business, this text provides students with the knowledge to conduct negotiations from a geocentric framework. Authors Jill E. Rudd and Diana R. Lawson integrate communication and international business perspectives to help readers develop a strong understanding of the elements necessary for negotiating in a global setting, as well as the skills needed to adapt to the changing environment. This geocentric orientation is an evolution of global learning resulting in effective worldwide negotiation. Key Features: Offers a cross-disciplinary approach: The fields of communication and business are integrated to provide a macro-orientation to global business negotiation. Devotes a chapter to intercultural communication competency: Scales are included to help students assess their potential to become a successful global business negotiators. Provides students with a view of the world in negotiating with others from different cultures: Up-to-date information about current international business contexts gives insight into the challenges experienced by global business negotiators. Discusses alternative dispute resolution: Because of differences in culture and in political structure from one country to another, a chapter is devoted to this growing area of global business negotiation. Presents practitioners' perspectives: These perspectives illustrate the "real world" of global business negotiation and reinforce the importance of understanding cultural differences. Intended Audience: This is an ideal core text for advanced undergraduate and graduate courses such as Negotiation & Conflict Resolution and International Business & Management in the departments of Communication and Business & Management.
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.
Examines cross-cultural negotiations from the point of view of a practitioner, and provides country profiles with analyses on how to best negotiate.
This fourth edition has been revised and updated to explore the latest approaches to cross-cultural management, presenting strategies and skill-building for managing international assignments and global teams. Suitable for students taking courses on international management, cross-cultural management and HRM, as well as executive training programmes.
"A practical, step-by-step guide for international marketers who are targeting the challenging markets of the Asia-Pacific region. Packed with useful information and real-world examples, Marketing Across Cultures in Asia is based on the two authors' 35 years of combined hands-on experience of managing, marketing and negotiating in Asia."
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.
The 71 exercises in this book can help you provide students and trainees with the practical experience and knowledge needed to succeed in real-world situations. Drawing from over 15 years of cross-cultural training experience, the author has assembled a diverse number of engaging exercises that can be quickly implemented with minimal effort. Self-administered questionnaires, case studies, culture-focused interviews, and pro and con debates are just a few of the wide range of activities you can use to enrich the classroom.
What this globalization means for businesspeople is that the need to interact with people who are culturally different has never been greater and will only increase in the future. Cross-cultural people skills are important because managing people effectively is key to organizational effectiveness, and the people in organizations are increasingly multicultural. This book is about becoming more effective in dealing with people from different cultural backgrounds. It is about acquiring the global people skills that are important for twenty-first-century managers. It is for people who travel overseas and encounter new cultures, as well as for those who stay at home and find that other cultures come to them. It is about acquiring the cultural intelligence not only to survive without difficulty or embarrassment in the new global, multicultural business environment, but to pursue your goals in this environment with the confidence needed for success.
This book of structured activities for use in teaching about culture, ethnicity and diversity comprises easy-to-use classroom and training exercises that are both engaging to participants and effective as learning tools. The contributors offer tools to those teachers and trainers who strive to increase understanding of and communication between ethnic and racial groups. The book is arranged so that users may easily draw upon the activities to involve students and bring abstract concepts into the realm of the students' own experiences.
Richard Lewis - world famous lecturer on intercultural issues and best-selling author of WHEN CULTURES COLLIDE - has collected 50 unique, critical cross-cultural incidents during his encounters in 135 countries around the globe. Some of these anecdotes are humorous, some are poignant, some are mysterious - all are insightful snapshots of the complex tapestry of cross-cultural business. If you're dining with a Finn, negotiating with the Japanese or attempting to climb a mountain with a team of diffident Italians, you need this book. "Historically, 'cultural encounters' have often created wars and split people. In this precious little gem of a book, Richard shows how beautifully cultural barriers can be overcome when people meet face-to-face. How we, despite different outlooks, can build bridges across cultural gaps with mindful, respectful and humorous approaches. The stories, told in a vibrant and captivating voice, ranging from thought provoking and insightful to adventurous and hilarious, are a delightful read. The charming characters of broad cultural variety bring the whole world into your hands, making hearts bond over a jolly good laugh. And frankly, - what can be better?" Marit Imeland Gjesme, Founder of CultureCatch®, intercultural training consultancy

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