Screen LibraryHandbook of global and multicultural negotiation
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| Main Authors: | |
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| Group Author: | |
| Published: |
Jossey-Bass,
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| Publisher Address: | San Francisco, CA |
| Publication Dates: | c2010. |
| Literature type: | Book |
| Language: | English |
| Subjects: | |
| Carrier Form: | xvii, 485 p.: ill. ; 25 cm. |
| ISBN: |
9780470440957 (cloth) 0470440953 (cloth) |
| Index Number: | F715 |
| CLC: | F715.4 |
| Call Number: | F715.4/M821 |
| Contents: |
Includes bibliographical references and indexes. 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 persuation strategies -- Assessing options -- Reaching closure and developing agreements -- Implementing agreements -- Assisted negotiations -- Facilitation and mediation. |