Handbook of global and multicultural negotiation [[electronic resource] /] / Christopher W. Moore, Peter J. Woodrow
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| Autore: |
Moore Christopher W. <1947->
|
| Titolo: |
Handbook of global and multicultural negotiation [[electronic resource] /] / Christopher W. Moore, Peter J. Woodrow
|
| Pubblicazione: | San Francisco, CA, : Jossey-Bass, 2010 |
| Edizione: | 1st ed. |
| Descrizione fisica: | 1 online resource (508 p.) |
| Disciplina: | 658.4/052 |
| Soggetto topico: | Negotiation in business |
| Cultural relations | |
| Altri autori: |
WoodrowPeter J
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| Note generali: | Description based upon print version of record. |
| Nota di bibliografia: | Includes bibliographical references and index. |
| Nota di contenuto: | ""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"" |
| ""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"" | |
| ""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 "" | |
| ""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"" | |
| ""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"" | |
| ""Cultivating Attitudes of Cooperation"" | |
| Sommario/riassunto: | Praise 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 |
| Titolo autorizzato: | Handbook of global and multicultural negotiation |
| ISBN: | 0-470-57344-9 |
| 9786612549274 | |
| 0-470-57342-2 | |
| 1-282-54927-8 | |
| Formato: | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione: | Inglese |
| Record Nr.: | 9910819332903321 |
| Lo trovi qui: | Univ. Federico II |
| Opac: | Controlla la disponibilità qui |