Handbook of global and multicultural negotiation
Christopher W. Moore, Peter J. Woodrow
| Year of publication: |
2010 ; 1st ed
|
|---|---|
| Authors: | Moore, Christopher W. |
| Other Persons: | Woodrow, Peter J. (contributor) |
| Publisher: |
San Francisco, CA : Jossey-Bass |
| Subject: | Interkulturelle Beziehungen | Cross-cultural relations | Verhandlungen | Negotiations | Globalisierung | Globalization |
| Description of contents: | Table of Contents [external.dandelon.com] |
| Extent: | Online-Ressource (xvii, 485 p) |
|---|---|
| Type of publication: | Book / Working Paper |
| Language: | English |
| Notes: | Includes bibliographical references and index Cover; Title Page; Copyright; Contents; Figures, Tables, and Exhibit; Preface; Part One: The Essentials of Global and Multicultural Negotiation; Chapter 1 Introduction to Culture and Negotiation: The Context of Global and Multicultural Negotiations; A Definition of Culture; What is Negotiation?; Cultural Variations regarding the Essential Purposes of Negotiations; Preparations for Intercultural Negotiations and Dispute Resolution; Conclusion; Chapter 2 The Wheel of Culture; The Outer Rim: Natural Environment, History, and Social Structures; The Inner Rim; The Spokes of the Wheel; Conclusion Chapter 3 Strategies for Global Intercultural InteractionsBasic Negotiation Strategies; Making Negotiation Choices to Facilitate Coordination; Conclusion; Chapter 4 Cross-Cutting Issues in Negotiation; Key Cultural Variables that Influence Negotiations; Basic Approaches to Negotiation; Framing and Reframing; Who Engages in Negotiations, and How?; Power and Influence; Conclusion; Appendix: Sources of Power; Part Two: A Step-by-Step Guide to Intercultural Negotiations; Chapter 5 The Preparation Stage; A Cultural Lens in Preparing for Intercultural Interactions; Factors in Cultural Analysis A Brief Guide to Prenegotiation Preparation and PlanningConclusion; Chapter 6 Beginning Negotiations; Making First Contacts; Activities for First Meetings; Deeper Exploration of the Purposes of Negotiations; Conclusion; Chapter 7 Identifying and Exploring Issues; Identifying and Agreeing on Issues to be Discussed; General Strategies for Coordinating the Structure of Talks; Conclusion; Chapter 8 Cultural Patterns in Information Exchange; Discussing Issues and Interests and Exchanging Information; Cultural Patterns of Information Sharing; Probing for Additional Information; Conclusion Chapter 9 Problem Solving and Option GenerationClarification of Terms Related to Option Generation; Timing of Option Generation; Conducting Discussions on Issues; Generating Options; Cultivating Attitudes of Cooperation; Developing Joint Problem Statements; Generating Options or Potential Solutions; Conclusion; Chapter 10 Influence and Persuasion Strategies; Negotiator Power and Influence; Persuasion Tactics of Selected Cultures; General Persuasion Strategies; Conclusion; Chapter 11 Assessing Options; Satisfaction of Interests in Negotiations; Cultural Considerations in Assessing Outcomes General Procedures for Assessing Options, Proposals, Positions, and Potential OutcomesStandards and Criteria to Guide Decision Making; Conclusion; Chapter 12 Reaching Closure and Developing Agreements; Views About the end of Negotiations: Endings, Closure, and Finality; Common Problems in the Final Stages of Negotiations; Acknowledgment of Agreements; Form, Content, and Terms of Agreements Across Cultures; Drafting Written Agreements; Conclusion; Chapter 13 Implementing Agreements; Reaching Agreement and Implementing it; Ensuring Compliance; Final Approval and Ratification Procedures Ceremonies and Rituals for Concluding Negotiations Electronic reproduction; Available via World Wide Web |
| ISBN: | 978-0-470-44095-7 ; 978-0-470-44095-7 |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10012675064