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TitleThe Palgrave Handbook of Cross-Cultural Business Negotiation [electronic resource] / edited by Mohammad Ayub Khan, Noam Ebner
ImprintCham : Springer International Publishing : Imprint: Palgrave Macmillan, 2019
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Descript XXX, 564 p. 12 illus. online resource


Global business management issues and concerns are complex, diverse, changing, and often intractable. Industry actors and policy makers alike rely upon partnerships and alliances for developing and growing sustainable business organizations and ventures. As a result, global business leaders must be well-versed in managing and leading multidimensional human relationships and business networks – requiring skill and expertise in conducting the negotiation processes that these entail. After laying out a foundation justifying the importance of studying negotiation in a global context, this book will detail conventional and contemporary theories regarding international engagement, culture, cultural difference, and cross-cultural interaction, with particular focus on their influence on negotiation. Building on these elements, the book will provide a broad array of country-specific chapters, each describing and analyzing the negotiation culture of businesspeople in a different country around the world. Finally, the book will look ahead, with an eye towards identifying and anticipating new trends and developments in the field of global negotiation. This text will appeal to scholars and researchers in international business, cross-cultural studies, and conflict management who seek to understand the challenges of intercultural communication and negotiation. It will provide trainers and consultants with the insights they need to prepare their clients for intercultural negotiation. Finally, the text will appeal to businesspeople who find themselves heading out to engage with counterparts in another country, or operating in other multinational environments on a regular basis.


Part I Negotiation Across Cultures: Establishing the Context -- 1. Global Business Negotiation Intelligence: The Need and Importance -- Part II Negotiation Across Cultures: Theoretical Understanding. -2. Understanding the Scope and Importance of Negotiation -- 3. Negotiating for Strategic Alliances -- 4. Transcendental Negotiations: Creating Value with Transgenerational Negotiations -- 5. Negotiating with Information and Communication Technology in a Cross-Cultural World -- 6. Global Cultural Systems, Communication, and Negotiation -- Part III Negotiation Across Cultures: Country Analysis -- 7. Negotiating with Managers from Britain -- 8. Negotiating with Managers from Mexico -- 9. Negotiating with Managers from France -- 10. Negotiating with Managers from Israel -- 11. Negotiating with Managers from Iran -- 12. Negotiating with Managers from Pakistan -- 13.Negotiating with Managers from Germany -- 14. Negotiating with Managers from Turkey -- 15. Negotiating with Managers from Spain -- 16. Negotiating with Managers from Singapore -- 17. Negotiating with Managers from Russia -- Part IV Negotiation Across Cultures: Multinational Analysis -- 18. Negotiating with Managers in a Multicultural Context: The Unique Case of Dubai -- 19. Expatriate Managers as Negotiators: A Comparative Study on Australians in China and French in Brazil -- 20. The Australian Style of Negotiating with Managers from China -- 21. Negotiating with Managers from South Asia: India, Sri Lanka, and Bangladesh -- Part V Negotiation Across Cultures: Future Directions -- 22. Wind of Change: The Future of Cross-Cultural Negotiation.

International business enterpris Intercultural communication Peace Leadership International Business. Intercultural Communication. Conflict Studies. Business Strategy/Leadership.


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