The Palgrave Handbook of Cross-Cultural Business Negotiation / edited by Mohammad Ayub Khan, Noam Ebner.
Khan, Mohammad Ayub., editor; Ebner, Noam., editor
2019
HD62.4-HD62.45
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Title The Palgrave Handbook of Cross-Cultural Business Negotiation / edited by Mohammad Ayub Khan, Noam Ebner.
ISBN 9783030002770
3030002772
9783030002763
3030002764
DOI https://doi.org/10.1007/978-3-030-00277-0
Published Cham : Springer International Publishing : Imprint : Palgrave Macmillan, 2019.
Language English
Description 1 online resource (XXX, 564 pages 12 illustrations) : online resource
Item Number 10.1007/978-3-030-00277-0 doi
Call Number HD62.4-HD62.45
Dewey Decimal Classification 658.049
Summary Global business management issues and concerns are complex, diverse, changing, and often intractable. Industry actors and policy makers alike rely upon partnerships and alliances for developing and growing sustainable business organizations and ventures. As a result, global business leaders must be well-versed in managing and leading multidimensional human relationships and business networks - requiring skill and expertise in conducting the negotiation processes that these entail. After laying out a foundation justifying the importance of studying negotiation in a global context, this book will detail conventional and contemporary theories regarding international engagement, culture, cultural difference, and cross-cultural interaction, with particular focus on their influence on negotiation. Building on these elements, the book will provide a broad array of country-specific chapters, each describing and analyzing the negotiation culture of businesspeople in a different country around the world. Finally, the book will look ahead, with an eye towards identifying and anticipating new trends and developments in the field of global negotiation. This text will appeal to scholars and researchers in international business, cross-cultural studies, and conflict management who seek to understand the challenges of intercultural communication and negotiation. It will provide trainers and consultants with the insights they need to prepare their clients for intercultural negotiation. Finally, the text will appeal to businesspeople who find themselves heading out to engage with counterparts in another country, or operating in other multinational environments on a regular basis.
Access Note Access limited to authorized users.
Digital File Characteristics text file PDF
Added Author Khan, Mohammad Ayub., editor
Ebner, Noam., editor
Available in Other Form Print version: 9783030002763
Print version: 9783030002787
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Part I Negotiation Across Cultures: Establishing the Context
1. Global Business Negotiation Intelligence: The Need and Importance
Part II Negotiation Across Cultures: Theoretical Understanding.-2. Understanding the Scope and Importance of Negotiation
3. Negotiating for Strategic Alliances
4. Transcendental Negotiations: Creating Value with Transgenerational Negotiations
5. Negotiating with Information and Communication Technology in a Cross-Cultural World
6. Global Cultural Systems, Communication, and Negotiation
Part III Negotiation Across Cultures: Country Analysis
7. Negotiating with Managers from Britain
8. Negotiating with Managers from Mexico
9. Negotiating with Managers from France
10. Negotiating with Managers from Israel
11. Negotiating with Managers from Iran
12. Negotiating with Managers from Pakistan
13. Negotiating with Managers from Germany
14. Negotiating with Managers from Turkey
15. Negotiating with Managers from Spain
16. Negotiating with Managers from Singapore
17. Negotiating with Managers from Russia
Part IV Negotiation Across Cultures: Multinational Analysis
18. Negotiating with Managers in a Multicultural Context: The Unique Case of Dubai
19. Expatriate Managers as Negotiators: A Comparative Study on Australians in China and French in Brazil
20. The Australian Style of Negotiating with Managers from China
21. Negotiating with Managers from South Asia: India, Sri Lanka, and Bangladesh
Part V Negotiation Across Cultures: Future Directions
22. Wind of Change: The Future of Cross-Cultural Negotiation.

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