Preface | |
Authors | |
The Essentials Of Global & Multicultural Negotiation | |
Introduction to Culture and Negotiation | |
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 | |
Issue Identification | |
Cultural Patterns in Information Exchange | |
Problem-solving and Option Generation | |
Influence and Persuation Strategies | |
Assessing Options | |
Reaching Closure | |
Implementation | |
Assisted Negotiations & Third Party Roles | |
Assisted Negotiations | |
Facilitation and Mediation | |
References | |
Name Index | |
Subject Index | |
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