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The Palgrave Handbook of Cross-Cultural Business Negotiation

Editors: Khan, Mohammad Ayub, Ebner, Noam (Eds.)

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  • 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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Buy this book

eBook $169.00
price for USA in USD (gross)
  • ISBN 978-3-030-00277-0
  • Digitally watermarked, DRM-free
  • Included format: EPUB, PDF
  • ebooks can be used on all reading devices
  • Immediate eBook download after purchase
Hardcover $219.99
price for USA in USD
  • ISBN 978-3-030-00276-3
  • Free shipping for individuals worldwide
  • Usually dispatched within 3 to 5 business days.
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. 


About the authors

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. 


Table of contents (22 chapters)

Table of contents (22 chapters)
  • Global Business Negotiation Intelligence: The Need and Importance

    Pages 3-16

    Khan, Mohammad Ayub (et al.)

  • Understanding the Scope and Importance of Negotiation

    Pages 19-51

    Khan, Mohammad Ayub (et al.)

  • Negotiating for Strategic Alliances

    Pages 53-70

    Hartmann, Andreas M.

  • Transcendental Negotiations: Creating Value with Transgenerational Negotiations

    Pages 71-89

    Chamoun-Nicolas, Habib (et al.)

  • Negotiating with Information and Communication Technology in a Cross-Cultural World

    Pages 91-116

    Ebner, Noam

Buy this book

eBook $169.00
price for USA in USD (gross)
  • ISBN 978-3-030-00277-0
  • Digitally watermarked, DRM-free
  • Included format: EPUB, PDF
  • ebooks can be used on all reading devices
  • Immediate eBook download after purchase
Hardcover $219.99
price for USA in USD
  • ISBN 978-3-030-00276-3
  • Free shipping for individuals worldwide
  • Usually dispatched within 3 to 5 business days.
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Bibliographic Information

Bibliographic Information
Book Title
The Palgrave Handbook of Cross-Cultural Business Negotiation
Editors
  • Mohammad Ayub Khan
  • Noam Ebner
Copyright
2019
Publisher
Palgrave Macmillan
Copyright Holder
The Editor(s) (if applicable) and The Author(s), under exclusive licence to Springer International Publishing AG, part of Springer Nature
eBook ISBN
978-3-030-00277-0
DOI
10.1007/978-3-030-00277-0
Hardcover ISBN
978-3-030-00276-3
Edition Number
1
Number of Pages
XXX, 564
Number of Illustrations
12 b/w illustrations
Topics