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Handbook of global and multicultural negotiation [[electronic resource] /] / Christopher W. Moore, Peter J. Woodrow
| Handbook of global and multicultural negotiation [[electronic resource] /] / Christopher W. Moore, Peter J. Woodrow |
| Autore | Moore Christopher W. <1947-> |
| Edizione | [1st ed.] |
| Pubbl/distr/stampa | San Francisco, CA, : Jossey-Bass, 2010 |
| Descrizione fisica | 1 online resource (508 p.) |
| Disciplina | 658.4/052 |
| Altri autori (Persone) | WoodrowPeter J |
| Soggetto topico |
Negotiation in business
Cultural relations |
| Soggetto genere / forma | Electronic books. |
| ISBN |
0-470-57344-9
9786612549274 0-470-57342-2 1-282-54927-8 |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| 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"" |
| Record Nr. | UNINA-9910465171703321 |
Moore Christopher W. <1947->
|
||
| San Francisco, CA, : Jossey-Bass, 2010 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Handbook of global and multicultural negotiation [[electronic resource] /] / Christopher W. Moore, Peter J. Woodrow
| Handbook of global and multicultural negotiation [[electronic resource] /] / Christopher W. Moore, Peter J. Woodrow |
| Autore | Moore Christopher W. <1947-> |
| Edizione | [1st ed.] |
| Pubbl/distr/stampa | San Francisco, CA, : Jossey-Bass, 2010 |
| Descrizione fisica | 1 online resource (508 p.) |
| Disciplina | 658.4/052 |
| Altri autori (Persone) | WoodrowPeter J |
| Soggetto topico |
Negotiation in business
Cultural relations |
| ISBN |
0-470-57344-9
9786612549274 0-470-57342-2 1-282-54927-8 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| 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"" |
| Record Nr. | UNINA-9910792293803321 |
|
Moore Christopher W. <1947->
|
||
| San Francisco, CA, : Jossey-Bass, 2010 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Handbook of global and multicultural negotiation [[electronic resource] /] / Christopher W. Moore, Peter J. Woodrow
| Handbook of global and multicultural negotiation [[electronic resource] /] / Christopher W. Moore, Peter J. Woodrow |
| Autore | Moore Christopher W. <1947-> |
| Edizione | [1st ed.] |
| Pubbl/distr/stampa | San Francisco, CA, : Jossey-Bass, 2010 |
| Descrizione fisica | 1 online resource (508 p.) |
| Disciplina | 658.4/052 |
| Altri autori (Persone) | WoodrowPeter J |
| Soggetto topico |
Negotiation in business
Cultural relations |
| ISBN |
0-470-57344-9
9786612549274 0-470-57342-2 1-282-54927-8 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| 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"" |
| Record Nr. | UNINA-9910819332903321 |
|
Moore Christopher W. <1947->
|
||
| San Francisco, CA, : Jossey-Bass, 2010 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||