Handbook of Global and Multicultural Negotiation

by Moore, Christopher W.; Woodrow, Peter J.

• ISBN13: 9780470440957
• ISBN10: 0470440953
• Format: Hardcover
• Copyright: 2010-03-08
• Publisher: Jossey-Bass

Summary

Praise for Handbook of Global and Multicultural Negotiation"In today's globalized world, few competencies are as essential as the ability to negotiate across cultures. In this insightful and practical book, Chris Moore and Peter Woodrow draw on their extensive global experience to help us understand the intricacies of seeking to reach intercultural agreements and show us how to get to a wise yes. I recommend it highly!"William Urycoauthor, Getting to Yes, and author, The Power of a Positive No"Rich in the experience of the authors and the lessons they share, 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 so we are open to the other and gives us practical strategies to coordinate our cultural approaches to negotiations and reach sustainable agreements."Meg Taylorcompliance advisor/ombudsman of the World Bank Group and former ambassador of Papua New Guinea to the United States of America and Mexico"In a globalized multicultural world, everyone from the president of the United States to the leaders of the Taliban, from the CEO of Mittal Steel to the steelworkers in South Africa, needs to read this book. Chris Moore and Peter Woodrow have used their global experience and invented the definitive tool for communication in the twenty-first century!"Vasu Goundenfounder and executive director, ACCORD, South Africa"Filled with practical advice and informed by sound research, the Handbook of Global and Multicultural Negotiation brings into one location an extraordinary and comprehensive set of resources for 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 to scholars and practitioners alike."John Paul LederachProfessor of International Peacebuilding, Kroc Institute, University of Notre Dame

Author Biography

The Authors

Christopher W. Moore is a partner of CDR Associates, an international collaborative decision-making, conflict management, and dispute-resolution systems design firm based in Boulder, Colorado. He has participated in many successful international negotiations and multiparty decision-making initiatives, and served as a mediator and conflict management consultant for over thirty years. He is the author of the book The Mediation Process from Jossey-Bass and numerous journal articles and monographs.

Peter J. Woodrow is the codirector of the Reflecting on Peace Practice Project at CDA Collaborative Learning Projects, based in Cambridge, Massachusetts, and a partner of CDR Associates. He is an experienced multicultural mediator, facilitator, trainer, and consultant and is skilled in negotiation, collaborative problem solving, team building, dispute systems design, and conflict intervention. Woodrow is the coauthor of several books, numerous monographs, and articles.

Table of Contents

Figures, Tables, and Exhibit	p. vii
Preface	p. ix
The Essentials of Global and Multicultural Negotiation	p. 1
Introduction to Culture and Negotiation: The Context of Global and Multicultural Negotiations	p. 3
The Wheel of Culture	p. 21
Strategies for Global Intercultural Interactions	p. 61
Cross-Cutting Issues in Negotiation	p. 77
A Step-By-Step Guide to Intercultural Negotiations	p. 127
The Preparation Stage	p. 129
Beginning Negotiations	p. 149
Identifying and Exploring Issues	p. 185
Cultural Patterns in Information Exchange	p. 221
Problem Solving and Option Generation	p. 247
Influence and Persuasion Strategies	p. 283
Assessing Options	p. 327
Reaching Closure and Developing Agreements	p. 347
Implementing Agreements	p. 367
Assisted Negotiations and Third-Party Roles	p. 387
Assisted Negotiations	p. 389
Facilitation and Mediation	p. 407
References	p. 435
The Authors	p. 449
Name Index	p. 451
Subject Index	p. 457
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