Handbook of global and multicultural negotiation
By: Christopher W. Moore and Peter J. Woodrow.
Contributors: Woodrow, Peter J.
Edition: 1st ed.
Publisher: Jossey-Bass
Published: 2010
Place of publication: San Francisco, CA
Language: eng
Number of pages: 485
ISBN-13: 9780470440957
Subjects: Negotiation in business; Cultural relations
Notes: Includes bibliographical references and index.
Table of contents: title: Introduction to culture and negotiation; title: The wheel of culture; title: Strategies for global intercultural interactions; title: Cross-cutting issues in negotiation; title: The preparation stage; title: Beginning negotiations; title: Issue identification; title: Cultural patterns in information exchange; title: Problem-solving and option generation; title: Influence and persuation strategies; title: Assessing options; title: Reaching closure; title: Implementation; title: Assisted negotiations; title: Facilitation and mediation.