Overview
- First book to investigate negotiation and intercultural communication, along with country-specific negotiation differences.
- Offers theory and practice-based information from experts who have lived or worked in those countries.
- Provides an analysis of the cross-cultural factors affecting the process and outcome of negotiations in a multicultural setting.
- Offers a comparative analyses of countries so different from each other in terms of socio-cultural aspects, levels of economic development, business environment and geographic location
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Table of contents (22 chapters)
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Front Matter
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Negotiation Across Cultures: Establishing the Context
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Front Matter
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Negotiation Across Cultures: Theoretical Understanding
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Front Matter
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Negotiation Across Cultures: Country Analysis
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Front Matter
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Keywords
About this book
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.
Reviews
“This book is a must-read for negotiation practitioners and academics in the field of negotiation, cross-cultural interaction, international business, and international relations. … this volume offers both theoretical and practical guidelines for negotiation instructors or scholars, teachers, and students with an interest in the fields of negotiation, cross-cultural negotiation, and cross-cultural management. Moreover, this volume provides managers with applied strategies for negotiating effectively with the counterpart in the global context.” (Renzhong Peng and Chongguang Zhu, International Journal of Communication, Vol. 14, 2020)
Editors and Affiliations
About the editors
Mohammad Ayub Khan is Professor of International Business at Tecnológico de Monterrey, Mexico.
Noam Ebner is a Professor of Negotiation and Conflict Resolution in the Department of Interdisciplinary Studies, Creighton University, USA.
Bibliographic Information
Book Title: The Palgrave Handbook of Cross-Cultural Business Negotiation
Editors: Mohammad Ayub Khan, Noam Ebner
DOI: https://doi.org/10.1007/978-3-030-00277-0
Publisher: Palgrave Macmillan Cham
eBook Packages: Business and Management, Business and Management (R0)
Copyright Information: The Editor(s) (if applicable) and The Author(s), under exclusive licence to Springer International Publishing AG, part of Springer Nature 2019
Hardcover ISBN: 978-3-030-00276-3Published: 24 January 2019
eBook ISBN: 978-3-030-00277-0Published: 13 December 2018
Edition Number: 1
Number of Pages: XXX, 564
Number of Illustrations: 12 b/w illustrations
Topics: International Business, Intercultural Communication, Conflict Studies, Business Strategy/Leadership