Negotiating Across Cultures International Communication in an Interdependent World

ISBN-10: 1878379720

ISBN-13: 9781878379726

Edition: 2nd 1997 (Revised)

Authors: Raymond Cohen

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Book details

Edition: 2nd
Copyright year: 1997
Publisher: United States Institute of Peace Press (USIP Press)
Publication date: 12/1/1997
Binding: Paperback
Pages: 320
Size: 6.25" wide x 9.25" long x 0.75" tall
Weight: 1.188
Language: English

Foreword
Acknowledgments to Revised Edition
Acknowledgments to First Edition
Prelude: The Astoria Affair
Negotiation: The Cultural Roots
Intercultural Dissonance: A Theoretical Framework
What Is Negotiable?
Setting Out the Pieces: Prenegotiation
Let the Contest Commence: Opening Moves
On Tactics and Players: Middle Game I
Sounds, Signals, Silence: Middle Game II
Under Pressure: End Game I
Face and Form: End Game II
When Is a Deal a Deal?
In Search of Harmony: Conclusions
Notes
Bibliography
Index
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