Description
Book SynopsisGlobal 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.
Trade Review“This book is a must-read for negotiation practitioners and academics in the field of negotiation, cross-cultural interaction, international business, and international relations. … this volume offers both theoretical and practical guidelines for negotiation instructors or scholars, teachers, and students with an interest in the fields of negotiation, cross-cultural negotiation, and cross-cultural management. Moreover, this volume provides managers with applied strategies for negotiating effectively with the counterpart in the global context.” (Renzhong Peng and Chongguang Zhu, International Journal of Communication, Vol. 14, 2020)
Table of ContentsTable of Contents
Section-I Negotiation across Cultures: Establishing the Context
Chapter-1 Global Business Negotiation Intelligence: The Need and Importance
Mohammad Ayub Khan, Tecnológico de Monterrey, Mexico
Giovanni Maria Baldini, Tecnológico de Monterrey, Mexico
Section-II Negotiation across Cultures: Theoretical Understanding
Chapter-2 Understanding the Scope and Importance of Negotiation
Mohammad Ayub Khan, Tecnológico de Monterrey, Mexico
Giovanni Maria Baldini, Tecnológico de Monterrey, Mexico
Chapter-3 Negotiating for Strategic Alliances
Andreas M. Hartmann, Tecnológico de Monterrey, Mexico
Chapter-4 Transcendental Negotiations: Creating Value with Trans-Generational Negotiations
Habib Chamoun-Nicolas, Cameron School of Business University of St Thomas
Randy D. Hazlett, University of Tulsa
Chapter-5 Negotiating with Information and Communication Technology in a Cross-Cultural World
Ebner Noam, Creighton University Graduate School, USA
Chapter-6 Global Cultural Systems, Communication and Negotiation
Olivia Hernández-Pozas, Tecnológico de Monterrey, México
Section-III Negotiation across Cultures: Country Analysis
Chapter-7 Negotiating with Managers from Britain
Jessica Jean
Procurement Negotiation & International Business Training & Consultancy
Associate Trainer at Air Business Academy
Affiliate Professor at Toulouse Business School, France
Chapter-8 Negotiating with Managers from Mexico
Olivia Hernández-Pozas, Tecnológico de Monterrey, México
Habib Chamoun-Nicolas, University of St Thomas, US
Randy D. Hazlett, University of Tulsa, US
Chapter-9 Negotiating with Managers from France
Jessica Jean
Procurement Negotiation & International Business Training & Consultancy
Associate Trainer at Air Business Academy
Affiliate Professor at Toulouse Business School, France
Chapter-10 Negotiating with Managers from Israel
Diana Bank Weinberg, Berlin School for Economics and Law (BSEL), Germany
Chapter-11 Negotiating with Managers from Iran
Masoud Karami, Queenstown Resort College, New Zealand Alan J. Dubinsky, Emeritus at Purdue University and Distinguished Visiting Professor, Bloomsburg University of Pennsylvania & Procurement Negotiation & International Business Training & Consultancy, Associate Trainer at Air Business Academy, Affiliate Professor at Toulouse Business School, France
Chapter-12 Negotiating with Managers from Pakistan
Muhammad Shujaat Mubarak, Mohammad Ali Jinnah University, Pakistan
Navaz Naghavi, Taylor’s Business School, Taylor’s University, Malaysia
Chapter-13 Negotiating with Managers from Germany
Andreas Hartmann, Tecnológico de Monterrey, Mexico
Chapter-14 Negotiating with Managers from Turkey
Kayhan Yildirim, Organizational Consultant, USA
Chapter-15 Negotiating with Managers from Spain
Eduardo Olier, Instituto Choiseul, Spain
Francisco Valderrey, Tecnológico de Monterrey, Mexico
Chapter-16 Negotiating with Managers from Singapore
Cheryl Marie Cordeiro, School of Business, University of Gothenburg, Sweden
Chapter-17 Negotiating With Managers from Russia
Ekaterina Panarina, Tecnológico de Monterrey, Mexico
Perm National Research Polytechnic University, Russia
Section-IV Negotiation across Cultures: Multinational Analysis
Chapter-18 Negotiating with Managers in a Multicultural Context: The Unique Case of Dubai
Haruka Marufuji, University of Manchester, UK /UAE
Chapter-19 Expatriate Managers as Negotiators: A Comparative Study on Australians in China and French in Brazil
Mona Chung, CCI, Australia
Kleber Celadon, Bristol University, UK
Chapter-20 The Australian Style of Negotiating with Managers from China
Ruby Ma, Deakin University, Australia
Jane Menzies, Deakin University, Australia
Ambika Zutshi, Deakin University, Australia
Chapter-21 Negotiating with Managers from South Asia: India, Sri Lanka and Bangladesh
Navaz Naghavi, Taylor’s Business School, Taylor’s University, Malaysia
Muhammad Shujaat Mubarak, Mohammad Ali Jinnah University, Pakistan.
Section-V Negotiation across Cultures: The Future Direction
Chapter-22 Wind of Change: The future of cross-cultural negotiation
Ebner Noam, Creighton University Graduate School, USA
