Description
Book SynopsisHandbook of Global and Multicultural Negotiation provides advice and strategies for effective cross-cultural negotiations. Written from a multicultural perspective, this guidebook explores cross-cultural communication for problem solving and negotiations.
Table of ContentsFigures, Tables, and Exhibit vii
Preface ix
Part One: The Essentials of Global and Multicultural Negotiation 1
1 Introduction to Culture and Negotiation: The Context of Global and Multicultural Negotiations 3
2 The Wheel of Culture 21
3 Strategies for Global Intercultural Interactions 61
4 Cross-Cutting Issues in Negotiation 77
Part Two: A Step-By-Step Guide to Intercultural Negotiations 127
5 The Preparation Stage 129
6 Beginning Negotiations 149
7 Identifying and Exploring Issues 185
8 Cultural Patterns in Information Exchange 221
9 Problem Solving and Option Generation 247
10 Influence and Persuasion Strategies 283
11 Assessing Options 327
12 Reaching Closure and Developing Agreements 347
13 Implementing Agreements 367
Part Three: Assisted Negotiations and Third-Party Roles 387
14 Assisted Negotiations 389
15 Facilitation and Mediation 407
References 435
The Authors 449
Name Index 451
Subject Index 457
