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Handbook of Global and Multicultural Negotiation

ISBN-10: 0470440953

ISBN-13: 9780470440957

Edition: 2010

Authors: Christopher W. Moore, Peter J. Woodrow

List price: $57.50
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Description:

Handbook of Global and Multicultural Negotiation provides advice and strategies for effective cross-cultural negotiations. Written from a multicultural perspective, this guidebook explores cross-cultural communication for problem solving and negotiations. This resource includes real-life stories and examples compiled from over thirty years of domestic and global experience from both authors, including Chris Moore, a well-known international negotiator and best selling author. This step-by-step guide to negotiation provides practical recommendations, advice, and globally proven strategies to promote coordination and agreement making for mediators, facilitators, business professionals, and lawyers.
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Book details

List price: $57.50
Copyright year: 2010
Publisher: John Wiley & Sons, Limited
Publication date: 3/19/2010
Binding: Hardcover
Pages: 512
Size: 7.00" wide x 9.50" long x 1.50" tall
Weight: 1.892
Language: English

Peter Woodrow is Project Co-Director of the Collaborative for Development Action, Inc.

Figures, Tables, and Exhibit
Preface
The Essentials of Global and Multicultural Negotiation
Introduction to Culture and Negotiation: The Context of Global and Multicultural Negotiations
The Wheel of Culture
Strategies for Global Intercultural Interactions
Cross-Cutting Issues in Negotiation
A Step-By-Step Guide to Intercultural Negotiations
The Preparation Stage
Beginning Negotiations
Identifying and Exploring Issues
Cultural Patterns in Information Exchange
Problem Solving and Option Generation
Influence and Persuasion Strategies
Assessing Options
Reaching Closure and Developing Agreements
Implementing Agreements
Assisted Negotiations and Third-Party Roles
Assisted Negotiations
Facilitation and Mediation
References
The Authors
Name Index
Subject Index