Cultural Negotiations
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The Palgrave Handbook Of Cross Cultural Business Negotiation
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Author : Mohammad Ayub Khan
language : en
Publisher: Springer
Release Date : 2018-12-13
The Palgrave Handbook Of Cross Cultural Business Negotiation written by Mohammad Ayub Khan and has been published by Springer this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018-12-13 with Business & Economics categories.
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.
The Handbook Of Negotiation And Culture
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Author : Michele J. Gelfand
language : en
Publisher: Stanford University Press
Release Date : 2004
The Handbook Of Negotiation And Culture written by Michele J. Gelfand and has been published by Stanford University Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2004 with Business & Economics categories.
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 negotiationresearch-negotiator cognition, motivation, emotion, communication, power and disputing, intergroup relationships, third parties, justice, technology, and social dilemmasand 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 processescognition, 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 Across Cultures
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Author : Raymond Cohen
language : en
Publisher: Washington, D.C. : United States Institute of Peace
Release Date : 1991
Negotiating Across Cultures written by Raymond Cohen and has been published by Washington, D.C. : United States Institute of Peace this book supported file pdf, txt, epub, kindle and other format this book has been release on 1991 with Political Science categories.
E Negotiations
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Author : Dr Daphne Halkias
language : en
Publisher: Gower Publishing, Ltd.
Release Date : 2012-11-01
E Negotiations written by Dr Daphne Halkias and has been published by Gower Publishing, Ltd. this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-11-01 with Business & Economics categories.
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.
Cross Cultural Business Negotiations
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Author : Donald W. Hendon
language : en
Publisher: Praeger
Release Date : 1996-08-06
Cross Cultural Business Negotiations written by Donald W. Hendon and has been published by Praeger this book supported file pdf, txt, epub, kindle and other format this book has been release on 1996-08-06 with Business & Economics categories.
International business negotiations are made difficult by problems of communication and culture. This book aims to show how to conduct international business communications successfully by seeing what is important about the transactions through the eyes of
Culture In Negotiations Across Cultures In Business An Encounter And Business Negotiations Between Iceland And Portugal
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Author : Julian Rudolf
language : en
Publisher: GRIN Verlag
Release Date : 2020-10-26
Culture In Negotiations Across Cultures In Business An Encounter And Business Negotiations Between Iceland And Portugal written by Julian Rudolf and has been published by GRIN Verlag this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-10-26 with Business & Economics categories.
Seminar paper from the year 2019 in the subject Business economics - Corporate communication, grade: 1.3, University of Applied Sciences Aschaffenburg, language: English, abstract: The paper focuses on the role of culture in negotiations across cultures in business. Starting point of the paper will be the theoretical analysis of the selected cultures of Portugal and Iceland with the help of relevant theories/approaches regarding culture’s impact on negotiations. The impact of culture on negotiations in business will then be analyzed in a practical part with the help of a specific critical incident with focus on the Portuguese and Icelandic culture. The paper focuses on selected cultural aspects. The focus was chosen on aspects that show the most interesting differences between the cultures of Iceland and Portugal and that are most interesting for the critical incident. The paper focuses on communication aspects, that are important during negotiations, as well as the monochronic and polychronic time orientation and Gestelands’ pattern of relationship-focus and deal-focus. Cross-cultural negotiations are getting more and more important in the business context. Doing business abroad, using sources and hiring workforce from other cultures make cross-cultural negotiations between professionals necessary, especially in times of globalization. In international business, great benefits can be gained from cross-cultural negotiations, nevertheless negotiations across cultures are more complex than negotiations between persons from the same country or culture. Negotiations between people from different cultures add an entire dimension to any negotiation introducing inter alia language barriers, differences in body language and alternative ways of expressing pleasure or displeasure with the elements of the deal that is negotiated. A professional negotiator has to understand the cultures of the participants, as well as culturally specific aspects. People that are involved in international negotiations have to acquire a skill set that is useful in the prevention of undesired perceptions and that promotes successful negotiation outcomes. According to the authors Shi and Wright the business executive’s work has an increasingly international orientation and international business negotiation becomes an important competency in a global business environment.
Negotiating Across Cultures
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Author : Raymond Cohen
language : en
Publisher: US Institute of Peace Press
Release Date : 1997
Negotiating Across Cultures written by Raymond Cohen and has been published by US Institute of Peace Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 1997 with Business & Economics categories.
In this revised edition, as in the first, Cohen explores how cultural factors have affected U.S. dealings with Japan, China, Egypt, India, and Mexico. He demonstrates that there are two quite different models of negotiation: "low context." a predominantly verbal and explicit style typical of individualistic societies such as the United States, and "high context," a style associated with nonverbal and implicit communication more typical of traditionally interdependent societies.
E Negotiations
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Author : Nicholas Harkiolakis
language : en
Publisher: CRC Press
Release Date : 2016-04-29
E Negotiations written by Nicholas Harkiolakis and has been published by CRC Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016-04-29 with Business & Economics categories.
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.
International Negotiation
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Author : Evangelos Raftopoulos
language : en
Publisher: Cambridge University Press
Release Date : 2019-01-03
International Negotiation written by Evangelos Raftopoulos and has been published by Cambridge University Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-01-03 with Law categories.
Evangelos Raftopoulos explores international negotiation as a structured process of relational governance that generates international common interest between and among international participants and in relation to the international public order. He challenges prescriptive models of negotiation - developed in international relations and positivistic approaches to international law, which artificially separate treaties from negotiation in the name of 'objectivity' - and opens a window for looking at international negotiations from a novel, international law perspective. Using an interdisciplinary approach that incorporates law, philosophy, politics, and linguistics, he proposes a holistic, theoretical model of multilateral international negotiation that not only offers a 'subjective' view of international law in practice but also demonstrates the importance of understanding the horizontal normativity of international ordering. This work should be read by academics and practitioners of international law and negotiations, officials of international organizations, and anyone else interested in international law and international relations.
Cultural Impact On Models Of Negotiation Using The Example Of Distributive Negotiations
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Author : Niklas Dahlen
language : en
Publisher: GRIN Verlag
Release Date : 2018-05-16
Cultural Impact On Models Of Negotiation Using The Example Of Distributive Negotiations written by Niklas Dahlen and has been published by GRIN Verlag this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018-05-16 with Business & Economics categories.
Bachelor Thesis from the year 2014 in the subject Business economics - Miscellaneous, grade: 1,3, EBC University Hamburg, language: English, abstract: Published in 1982, Howard Raiffa’s book "The Art and Science of Negotiation" constitutes the dawn of a new era with its asymmetrically prescriptive/descriptive orientation. It consolidated distinctive approaches, boosted research and overcame thinking barriers. In times of a globalized, highly interdependent world with multibillion dollar cross border M&A transactions, international business negotiations are an essential part of the global economy and shape a company’s success. This thesis describes the cultural dimensions of Hofstede and Hall and additionally Raiffa’s negotiation analysis from the perspective of distributive negotiations. A new approach for international business negotiations is introduced which should enable negotiators to deal with differences at an international stage. In order to understand if and how culture affects negotiation hypotheses are derived from theoretical grounded work. By conducting several interviews with negotiators from different cultural backgrounds, tendencies are illustrated and the question whether further empirical research is needed is answered. The interviews show that negotiations between individuals from countries with different power distance indexes often lead to non-agreements. Moreover, the interviewees think that negotiators with an individualist mindset are more likely to reach an agreement in distributive negotiations. Lastly, the interview reveals that negotiators from a country scoring high in masculinity tend to apply rather distributive than integrative negotiation styles. Further validation of the hypotheses with case stud-ies and experiments have yet to be conducted.
