The Palgrave handbook of cross-cultural business negotiation / Edited by Mohammad Ayub Khan, Noam Ebner

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Ayub Khan, Mohammad (19..-....). Éditeur scientifique | Ebner, Noam. Éditeur scientifique

Edited by Palgrave Macmillan - 2019

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. 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. 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. 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.

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