Handbook of global and multicultural negotiation /

Handbook of Global and Multicultural Negotiation provides advice and strategies for effective cross-cultural negotiations. Written from a multicultural perspective, this guidebook explores cross-cultural communication for problem solving and negotiations. This resource includes real-life stories and...

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Détails bibliographiques
Cote:Libro Electrónico
Auteur principal: Moore, Christopher W., 1947-
Autres auteurs: Woodrow, Peter J.
Format: Électronique eBook
Langue:Inglés
Publié: San Francisco, CA : Jossey-Bass, ©2010.
Édition:1st ed.
Sujets:
Negotiation in business.
Cultural relations.
Négociations (Affaires)
Relations culturelles.
BUSINESS & ECONOMICS > Negotiating.
Négociations commerciales.
Pluralisme culturel.
Manuels.
Cultural relations
Negotiation in business
Negotiation > cultural differences.
Accès en ligne:Texto completo
Table des matières:
  • Introduction to culture and negotiation : the context of global and multicultural negotiations
  • The wheel of culture
  • Strategies for global intercultural interactions
  • Cross-cutting issues in negotiation
  • The preparation stage
  • Beginning negotiations
  • Identifying and exploring issues
  • Cultural patterns in information exchange
  • Problem solving and option generation
  • Influence and persuasion strategies
  • Assessing options
  • Reaching closure and developing agreements
  • Implementing agreements
  • Assisted negotiations
  • Facilitation and mediation.

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