LEADER 05324nam 2200685Ia 450 001 9910792293803321 005 20191030193359.0 010 $a0-470-57344-9 010 $a9786612549274 010 $a0-470-57342-2 010 $a1-282-54927-8 035 $a(CKB)2560000000152715 035 $a(EBL)487658 035 $a(OCoLC)567359523 035 $a(SSID)ssj0000338428 035 $a(PQKBManifestationID)11273733 035 $a(PQKBTitleCode)TC0000338428 035 $a(PQKBWorkID)10298940 035 $a(PQKB)10674730 035 $a(MiAaPQ)EBC487658 035 $a(Au-PeEL)EBL487658 035 $a(CaPaEBR)ebr10366438 035 $a(CaONFJC)MIL254927 035 $a(PPN)229625630 035 $a(EXLCZ)992560000000152715 100 $a20090808d2010 uy 0 101 0 $aeng 135 $aur|n|---||||| 181 $ctxt 182 $cc 183 $acr 200 10$aHandbook of global and multicultural negotiation$b[electronic resource] /$fChristopher W. Moore, Peter J. Woodrow 205 $a1st ed. 210 $aSan Francisco, CA $cJossey-Bass$d2010 215 $a1 online resource (508 p.) 300 $aDescription based upon print version of record. 311 $a0-470-44095-3 311 $a1-118-94582-4 320 $aIncludes bibliographical references and index. 327 $a""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"" 327 $a""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 Interactions ""; ""Basic Negotiation Strategies""; ""Making Negotiation Choices to Facilitate Coordination""; ""Conclusion"" 327 $a""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 "" 327 $a""A Cultural Lens in Preparing for Intercultural Interactions""""Factors in Cultural Analysis""; ""A Brief Guide to Prenegotiation Preparation and Planning""; ""Conclusion""; ""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"" 327 $a""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 Generation""; ""Clarification of Terms Related to Option Generation""; ""Timing of Option Generation""; ""Conducting Discussions on Issues""; ""Generating Options"" 327 $a""Cultivating Attitudes of Cooperation"" 330 $aPraise for Handbook of Global and Multicultural Negotiation ""In today's globalized world, few competencies are as essentialas the ability to negotiate across cultures. In this insightful andpractical book, Chris Moore and Peter Woodrow draw on theirextensive global experience to help us understand the intricaciesof seeking to reach intercultural agreements and show us how to getto a wise yes. I recommend it highly!"" William Ury coauthor, Getting to Yes, and author, The Power of a PositiveNo ""Rich in the experience of the authors and the lessons theyshare, we learn that culture is more 606 $aNegotiation in business 606 $aCultural relations 615 0$aNegotiation in business. 615 0$aCultural relations. 676 $a658.4/052 700 $aMoore$b Christopher W.$f1947-$01133409 701 $aWoodrow$b Peter J$01569836 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910792293803321 996 $aHandbook of global and multicultural negotiation$93842994 997 $aUNINA