|
" The Palgrave handbook of cross-cultural business negotiation / "
Mohammad Ayub Khan, Noam Ebner, editors.
| Document Type
|
:
|
BL
|
| Record Number
|
:
|
859137
|
| Title & Author
|
:
|
The Palgrave handbook of cross-cultural business negotiation /\ Mohammad Ayub Khan, Noam Ebner, editors.
|
| Publication Statement
|
:
|
Cham, Switzerland :: Palgrave Macmillan,, [2019]
|
| Page. NO
|
:
|
1 online resource
|
| ISBN
|
:
|
3030002772
|
|
|
:
|
: 9783030002770
|
|
|
:
|
3030002764
|
|
|
:
|
9783030002763
|
| Notes
|
:
|
Handmade "Jipe" Hats
|
|
|
:
|
Includes index.
|
| Contents
|
:
|
Intro; Foreword; Preface; Part I: Negotiation Across Cultures: Establishing the Context; Part II: Negotiation Across Cultures: Theoretical Understanding; Chapter 2: Understanding the Scope and Importance of Negotiation; Chapter 3: Negotiating for Strategic Alliances; Chapter 4: Transcendental Negotiations: Creating Value with Transgenerational Negotiations; Chapter 5: Negotiating with Information and Communication Technology in a Cross-Cultural World; Chapter 6: Global Cultural Systems, Communication, and Negotiation; Part III: Negotiation Across Cultures: Country Analysis
|
|
|
:
|
Global Management Competencies and NegotiationBusiness Social Responsibility and Negotiation; Global Communication and Negotiation; Global Diplomacy and Negotiation; Entrepreneurship and Negotiation; Future Direction; References; Additional Internet Sources Consulted; Part II: Negotiation Across Cultures: Theoretical Understanding; 2: Understanding the Scope and Importance of Negotiation; Introduction; The Concept and Scope; Phases in Negotiation; Levels of Negotiation; Distributive Versus Integrative Negotiation; Negotiation Myths; Critical Elements in Negotiation; Negotiation Strategies
|
|
|
:
|
Negotiating StylesPrivate Versus Public Sector Organizations' Negotiating Styles; Individual Negotiating Style; Regional Negotiating Styles; National Negotiating Styles; Gender Negotiating Styles; Negotiation as a Conflict Resolution Model; Critical Questions to Ask in Any Negotiation; Glossary of Negotiation Techniques and Maneuverings; Basic Principles of Positive Negotiations; The Role of Persuasion in Negotiation; Ethics and Values in Negotiation; Negotiation and Socio-cultural Aspects; Information and Communication Technologies; Profile of a Successful Negotiator
|
|
|
:
|
Part IV: Negotiation Across Cultures: Multinational AnalysisPart V: Negotiation Across Cultures: Future Directions; Chapter 22: Wind of Change: The Future of Cross-Cultural Negotiation; Contents; Notes on Contributors; List of Figures; List of Tables; Part I: Negotiation Across Cultures: Establishing the Context; 1: Global Business Negotiation Intelligence: The Need and Importance; Introduction; The Need for Learning About Negotiation; Culture and Negotiation; Globalization and Negotiation; Stakeholders' Diversity and Negotiation; Information and Communication Technology and Negotiation
|
|
|
:
|
Potential Areas of Mistakes in NegotiationGuidelines for Negotiating Successfully; Terminology Used in Negotiation; Final Thoughts; References; 3: Negotiating for Strategic Alliances; Introduction; Types of Strategic Alliances; Elements to Negotiate for Setting Up a Strategic Alliance; Alliances as an Ongoing Exercise in Negotiation; Final Thoughts; References; 4: Transcendental Negotiations: Creating Value with Transgenerational Negotiations; Introduction; Negotiating Transcendentally: Lessons from an Ancient Culture; Negotiation Categories; Transcendental or Transcendent Negotiation
|
| Abstract
|
:
|
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.
|
| Subject
|
:
|
International business enterprises.
|
| Subject
|
:
|
Negotiation in business.
|
| Subject
|
:
|
International business enterprises.
|
| Subject
|
:
|
Negotiation in business.
|
| Dewey Classification
|
:
|
658.4/052
|
| LC Classification
|
:
|
HD58.6.P35 2019
|
| Added Entry
|
:
|
Ebner, Noam
|
|
|
:
|
Khan, Mohammad Ayub
|
| |