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.

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.

Negotiating Boundaries in Medieval Literature and Culture
Negotiating Boundaries in Medieval Literature and Culture

Author: Valerie B. Johnson

Publisher: Walter de Gruyter GmbH & Co KG

Published: 2022-03-21

Total Pages: 372

ISBN-13: 1501514210

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Thomas Hahn’s work laid the foundations for medieval romance studies to embrace the study of alterity and hybridity within Middle English literature. His contributions to scholarship brought Robin Hood studies into the critical mainstream, normalized the study of historically marginalized literature and peoples, and encouraged scholars to view medieval readers as actively encountering others and exploring themselves. This volume employs his methodologies – careful attention to texts and their contexts, cross-cultural readings, and theoretically-informed analysis – to highlight the literary culture of late medieval England afresh. Addressing long-established canonical works such as Chaucer, Christine de Pizan, and Malory alongside understudied traditions and manuscripts, this book will be of interest to literary scholars of the later Middle Ages who, like Hahn, work across boundaries of genre, tradition, and chronology.

Negotiating Boundaries at Work
Negotiating Boundaries at Work

Author: Jo Angouri

Publisher: Edinburgh University Press

Published: 2017-05-18

Total Pages: 256

ISBN-13: 147440314X

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Focuses on transition talk and boundary crossing discourse in the modern workplace Moving between linguistic, professional and national boundaries is part of the daily reality of modern workplaces, where the concept of a 'job for life' is now outdated. Employees move between jobs, countries and even professions during their working lives, but the multilayered process of redefining personal, social and professional identities is not reflected in current workplace research. This volume brings together a range of scholars from different disciplinary areas in the field, examining the challenges of transition into a (new) workplace, team or community, as well as transitions within different professional communities. By analyzing the strategies individuals adopt to navigate the boundaries they face (in languages, workplaces or countries), this book demonstrates that transitions are not linear but are negotiated and constructed in the situated ahere and now of workplace interaction, at the same time as they are positioned in the wider socioeconomic order.Key FeaturesFocuses on the urban workplace environment and workforce mobility Contributors approach transitions from a number of perspectives representing the range of work currently being undertaken in the areaA range of cases are discussed in each chapter

Negotiating Globally
Negotiating Globally

Author: Jeanne M. Brett

Publisher: John Wiley & Sons

Published: 2014-03-17

Total Pages: 326

ISBN-13: 1118602617

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A framework for anticipating and managing cultural differences at the negotiating table In today's global environment, negotiators who understand cultural differences and negotiation fundamentals have a decided advantage at the bargaining table. This thoroughly revised and updated edition of Negotiating Globally explains how culture affects negotiators' assumptions about when and how to negotiate, their interests and priorities, and their strategies. It explains how confrontation, motivation, influence, and information strategies shift due to culture. It provides strategic advice for negotiators whose deals, disputes, and decisions cross cultural boundaries, and shows how to anticipate cultural differences and then manage them when they appear at the negotiating table. It challenges negotiators to expand their repertoire of strategies, so that they are prepared to negotiate deals, resolve disputes, and make decisions regardless of the culture in which they find themselves. Includes a review of the various contexts and building blocks of negotiation strategy Explains how and why negotiation may be practiced differently in different cultures and how to modify strategy when confronted with different cultural approaches Explores the three primary cultural prototypes negotiators should understand Negotiating Globally is ideal for those relatively new to negotiation, particularly in the global arena, and offers an overview of the various contexts and tactics of negotiation strategy. Written by an award-winning negotiation expert, this book provides an ideal framework for any and all global negotiations.

Cultivating Cross-Cultural Acumen
Cultivating Cross-Cultural Acumen

Author: Adnaan Rasoelbaks, Amanda David, Ankita Anand, Aurelia Erasmus, Bien Strooker, Byron Boshuizen, Catalina Nguon, Cisco van Honk, Daniël Dam, Daniëlle Rashwan, Diederik Duyfjes, Dirk Boogaarts, dJessica Blom, Erica Frank Dutra, Fred Adjei-Kuffuor, Frederik Boogaard, Frederik Duyfjes, Gabriele Lamarck Silveira, Gerben Bout, Gernot Müller, Giovanny Croes, Gladys Lancee, Gracita Proeger, Hanife gul Öztürk, Hayner Esteves Oliveira Bezerra, Henry Sim, Hilde Kamper, Ikram Rahimi, Jacinta Akerboom, Jasper de Winter, Jauad Hasselbaink, Jeanessa Ignacius, Jeffrey Kreisel, Jeroen Filius, Jesse Tol, Joost Bertelink, Judith Nijman, Juliette van Kraaij, Kamyar Nezam, Kevin de Kruijf, Koike Hess, Laura Svalina, Laura van der Lugt, Linda Asiedu, Maaike Klaver, Maria Bezáková, Marian el Rozz, Marlissa Meijer, Marlot van Greuningen, Maroescha Sanches, Mehrdad Akbari, Mikolai Soldatenko, Nathasja Boon, Nico Braam, Niels van Egmond, Nikola Milošević, Paloma Aparicio Torices, Paola Matheus Greggio, Parla Öcal, Pedram Besharaty, Pierre Süptitz, Ralf Timmermans, Ramon Woldendorp, Ricardo van der Himst, Robin Schoonderbeek, Rogier Egas Reparaz, Roos Zomerdijk, Sebastiaan van Zanten, Sem Kreder, Simon Tekeste, Soufiane Majait, Stephanie Kromodirjo, Steven Voorn, Tamara Hagethorn, Tijana Starčević, TingChi Wong, Tsovik Gasparjan, Tuyet Ly, Venus Abulafia, Victoria Cuntapay, Whitney Josafath, Wiene Nouri, and Yasmine Azarkan.

Publisher: PressEasy

Published: 2013-12-18

Total Pages: 172

ISBN-13:

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In today’s Interdependent world, practitioners working in the international environment, can no longer just acknowledge the economic background of potential partners. In order to enact successful cross-cultural collaboration it is essential to understand how cultural factors can affect business processes. This first edition of ‘Cultivating Cross-Cultural Acumen’ provides you with a comprehensive, theoretical and practical introduction to the various aspects of intercultural management, negotiating and meeting styles for the countries: Brazil, Argentina, China, Denmark, Emirates, France, Germany, Ireland, Israel, Italy, Japan, Malaysia, Mexico, the Netherlands, Norway, Poland, Russia, Singapore, South Africa, South Korea, Spain, Switzerland, Taiwan, Turkey and the United Kingdom. The authors conducted surveys on relevant management and meeting behaviour in each of these countries and interviewed many native professionals. This book contains contributions from participants in the elective minor course ‘Cross-Cultural Business Skills’ offered by the Commercial Economics Department at Hogeschool van Amsterdam, Amsterdam University of Applied Sciences.

Negotiating Difference
Negotiating Difference

Author: Michael Awkward

Publisher: University of Chicago Press

Published: 1995-03

Total Pages: 244

ISBN-13: 9780226033006

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Encamped within the limits of experience and "authenticity," critics today often stake out their positions according to race and ethnicity, sexuality and gender, and vigilantly guard the boundaries against any incursions into their privileged territory. In this book, Michael Awkward raids the borders of contemporary criticism to show how debilitating such "protectionist" stances can be and how much might be gained by crossing our cultural boundaries. From Spike Lee's She's Gotta Have It to Michael Jackson's physical transmutations, from Toni Morrison's Song of Solomon to August Wilson's Fences, from male scholars' investments in feminism to white scholars' in black texts—Awkward explores cultural moments that challenge the exclusive critical authority of race and gender. In each instance he confronts the question: What do artists, scholars, and others concerned with representations of Afro-American life make of the view that gender, race, and sexuality circumscribe their own and others' lives and narratives? Throughout he demonstrates the perils and merits of the sort of "boundary crossing" this book ultimately makes: a black male feminism. In pursuing a black male feminist criticism, Awkward's study acknowledges the complexities of interpretation in an age when a variety of powerful discourses have proliferated on the subject of racial, gendered, and sexual difference; at the same time, it identifies this proliferation as an opportunity to negotiate seemingly fixed cultural and critical positions.

Negotiating Cultural Boundaries
Negotiating Cultural Boundaries

Author: Carrie Klein

Publisher:

Published: 2013

Total Pages: 137

ISBN-13:

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This thesis describes the ways in which organizational culture and sub-cultures inform how individuals work across the fragmented terrain of higher education. Through a qualitative case study at George Mason University eighteen individuals were interviewed to explore the role of organizational culture and sub-cultures in their collaborative interactions. Among the results are that the motivations, awareness and strategies of individuals are informed by both the overarching organizational culture and sub-cultural differences. Each of these aspects of individuals reifies another. Organizational culture in the form of shared mission and goals motivates individuals to collaborate beyond subcultures. This motivation requires a deep awareness of others in the organization. By broadening their knowledge base, individuals are better able to construct strategies for successful collaboration. When successful, these strategies - relationship and network building, tailored communication, active listening, advocacy and adaptable approach - in turn, provide new motivation and greater awareness. These findings are useful in that they provide insight into collaborative effectiveness that internal boundary spanners can use to bridge the loosely-coupled components of their institutions for greater organizational success.

Negotiating Boundaries in Multicultural Societies
Negotiating Boundaries in Multicultural Societies

Author: Dina Mansour

Publisher: BRILL

Published: 2019-01-04

Total Pages: 224

ISBN-13: 1848882726

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Practical case studies based on integration, identity and citizenship: Boundaries are constantly negotiated in multicultural societies, drawing people in or excluding them, permanently changing the line of demarcation between ourselves and others.