The Handbook of Negotiation and Culture

The Handbook of Negotiation and Culture

Author: Michele J. Gelfand

Publisher: Stanford University Press

Published: 2004

Total Pages: 478

ISBN-13: 0804745862

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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.


Cross-Cultural Business Negotiations

Cross-Cultural Business Negotiations

Author: Donald W. Hendon

Publisher: Praeger

Published: 1999-09-30

Total Pages: 0

ISBN-13: 0275968030

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Annotation Examines cross-cultural negotiations from the point of view of a practitioner, and provides country profiles with analyses on how to best negotiate.


The Palgrave Handbook of Cross-Cultural Business Negotiation

The Palgrave Handbook of Cross-Cultural Business Negotiation

Author: Mohammad Ayub Khan

Publisher: Springer

Published: 2018-12-13

Total Pages: 577

ISBN-13: 3030002772

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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.


Negotiating Globally

Negotiating Globally

Author: Jeanne M. Brett

Publisher: John Wiley & Sons

Published: 2012-10-15

Total Pages: 206

ISBN-13: 1118572254

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When it was first published in 2001, Negotiating Globally quickly became the basic reference for managers who needed to learn how to negotiate successfully across boundaries of national culture. This thoroughly revised and expanded second edition preserves the structure of the acclaimed first edition and improves upon it, making it even easier to learn how to navigate national culture when negotiating deals, resolving disputes, and making decisions in teams. Rather than offering country-specific protocol and customs, Negotiating Globally provides a general framework to help negotiators anticipate and manage cultural differences. This new edition incorporates the lessons of the latest research with new emphasis on executing a negotiation strategy and negotiating conflict in multicultural teams. The well-received chapter on “Government At and Around the Table” has been expanded and updated with new examples that span the globe. In this comprehensive resource, Jeanne M. Brett describes how to develop a negotiation planning document and shows how to execute the plan. She provides a model that explains how the cultural environment affects negotiators’ interests, priorities, and strategies. She provides benchmarks for distinguishing good deals from poor ones and good negotiators from poor ones. The book explains how resolving disputes is different from making deals and how negotiation strategy can be used in multicultural teams. Negotiating Globally challenges negotiators to expand their repertoire of strategies so that they will be able to close deals, resolve disputes, and get teams to make decisions.


e-Negotiations

e-Negotiations

Author: Dr Daphne Halkias

Publisher: Gower Publishing, Ltd.

Published: 2012-11-01

Total Pages: 346

ISBN-13: 1409459985

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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.


Intercultural Business Negotiations

Intercultural Business Negotiations

Author: Jean-Claude Usunier

Publisher: Routledge

Published: 2018-10-08

Total Pages: 355

ISBN-13: 1351268147

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Negotiations occupy a prominent place in the world of business, especially when it comes to international deals. In an increasingly global business environment, understanding and managing cultural differences is key to successful negotiations. This book highlights two basic components of negotiations: the Deal and the Relationship. Countries and cultures place different value and priority on these components both in the negotiation process and in the outcome. Intercultural Business Negotiations provides a guiding framework that is both refined and contextualized and provides managers with the key skills necessary to navigate difficult negotiations where partners may differ in terms of culture, communication style, time orientation, as well as personal and professional backgrounds. The book systematically examines both dispositional and situational aspects of negotiations in interaction with cultural factors. Intercultural Business Negotiations is an accessible resource for managers, leaders, and those interested in or studying business negotiations globally. It is accompanied by an author run companion website containing negotiation simulations, instructions for players, and teaching notes for instructors.


Diaspora and Cultural Negotiations

Diaspora and Cultural Negotiations

Author: Shilpa Daithota Bhat

Publisher: Rowman & Littlefield

Published: 2022-03-30

Total Pages: 247

ISBN-13: 1666912867

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Diaspora and Cultural Negotiations: The Films of Gurinder Chadha explores critical and theoretical conceptualizations of identity, globalization, intersectionality, and diaspora, among other topics, in the films of Gurinder Chadha. This book argues that Chadha’s work offers relevant and sensitive portrayals of the members of the diaspora community that make these films of contemporary and enduring value, highlighting their challenges in hybridization and acculturation in the societies they migrate to and the historical and political exigencies that influence their everyday existence. Contributors analyze Chadha’s films in the context of cultural milieus including multiculturalism, narration and representation, ethnicity, literary adaptation, and intercultural negotiations, while also exploring Chadha’s own role as an auteur. Scholars of film studies, Indian cinema, diaspora studies, sociology, and cultural studies will find this book particularly useful.


The ABA Guide to International Business Negotiations

The ABA Guide to International Business Negotiations

Author: Jeffrey M. Aresty

Publisher: American Bar Association

Published: 2000

Total Pages: 858

ISBN-13:

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This volume guides you through the general legal and cultural issues that can arise during international business negotiations. It contains a combination of general theory, practical strategies and guidance to help the reader in dealings with 24 different jurisdictions around the world.


Intercultural Negotiations

Intercultural Negotiations

Author: Ian Mackenzie

Publisher: Routledge

Published: 2024-10-14

Total Pages: 0

ISBN-13: 9781032930909

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As a result of transnational population flows and globalized media, intercultural communication is a daily occurrence. The contributions to this volume propose new ways of conceptualizing intercultural communication to suit contemporary multicultural and multilingual environments. This book was published as a special issue of the European Jo