Handbook of Global and Multicultural Negotiation.
Christopher W. Moore
Bok Engelsk 2010 · Electronic books.
| Omfang | 1 online resource (508 pages)
|
|---|---|
| Utgave | 1st ed.
|
| Opplysninger | 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 -- Developing Joint Problem Statements -- Generating Options or Potential Solutions -- Conclusion -- Chapter 10 Influence and Persuasion Strategies -- Negotiator Power and Influence -- Persuasion Tactics of Selected Cultures -- General Persuasion Strategies -- Conclusion -- Chapter 11 Assessing Options -- Satisfaction of Interests in Negotiations -- Cultural Considerations in Assessing Outcomes -- General Procedures for Assessing Options, Proposals, Positions, and Potential Outcomes -- Standards and Criteria to Guide Decision Making -- Conclusion -- Chapter 12 Reaching Closure and Developing Agreements -- Views About the end of Negotiations: Endings, Closure, and Finality -- Common Problems in the Final Stages of Negotiations -- Acknowledgment of Agreements -- Form, Content, and Terms of Agreements Across Cultures -- Drafting Written Agreements -- Conclusion -- Chapter 13 Implementing Agreements -- Reaching Agreement and Implementing it -- Ensuring Compliance -- Final Approval and Ratification Procedures -- Ceremonies and Rituals for Concluding Negotiations -- Conclusion -- Part Three: Assisted Negotiations and Third-Party Roles -- Chapter 14 Assisted Negotiations -- Problems in Meetings or Negotiations -- Assistance to Address Process Problems or Impasse -- Conclusion -- Chapter 15 Facilitation and Mediation -- An Introduction to Facilitation and Mediation -- Variations in the Practice of Mediation -- Hiring a Facilitator or Mediator -- Conclusion -- References -- The Authors -- Name Index -- Subject Index.. - 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 than our clothing, rituals,and food. It is the way we arrange time, space, language, manners,and meaning. This book teaches us to understand our own culture sowe are open to the other and gives us practical strategies tocoordinate our cultural approaches to negotiations and reachsustainable agreements." Meg Taylor compliance advisor/ombudsman of the World Bank Group and formerambassador of Papua New Guinea to the United States of America andMexico "In a globalized multicultural world, everyone from thepresident of the United States to the leaders of the Taliban, fromthe CEO of Mittal Steel to the steelworkers in South Africa, needsto read this book. Chris Moore and Peter Woodrow have used theirglobal experience and invented the definitive tool forcommunication in the twenty-first century!" Vasu Gounden founder and executive director, ACCORD, South Africa "Filled with practical advice and informed by sound research,the Handbook of Global and Multicultural Negotiation brings intoone location an extraordinary and comprehensive set of resourcesfor navigating conflict and negotiation in our multicultural world.More important, the authors speak from decades of experience,providing the best book on the topic to date-a gift toscholars and practitioners alike.". - John Paul Lederach Professor of International Peacebuilding, Kroc Institute,University of Notre Dame.
|
| Emner | |
| Sjanger | |
| Dewey | |
| ISBN | 9780470573426
|
| ISBN(galt) |
