Intended for negotiators and students of negotiation who seek to understand the principles and processes of cross-cultural negotiation and develop effective strategies for negotiating in different cultures. This book about strategic negotiation across cultures examines the negotiations of US multinational companies in China, Japan, and India.

Praise for Handbook of Global and Multicultural Negotiation "In today's globalized world, few competencies are as essential as the ability to negotiate across cultures. In this insightful and practical book, Chris Moore and Peter Woodrow draw on their extensive global experience to help us understand the intricacies of seeking to reach intercultural agreements and show us how to get to a wise yes. I recommend it highly!" William Ury coauthor, Getting to Yes, and author, The Power of a Positive No "Rich in the experience of the authors and the lessons they share, we learn that culture is more than our clothing, rituals, and food. It is the way we arrange time, space, language, manners, and meaning. This book teaches us to understand our own culture so we are open to the other and gives us practical strategies to coordinate our cultural approaches to negotiations and reach sustainable agreements." Meg Taylor compliance advisor/ombudsman of the World Bank Group and former ambassador of Papua New Guinea to the United States of America and Mexico "In a globalized multicultural world, everyone from the president of the United States to the leaders of the Taliban, from the CEO of Mittal Steel to the steelworkers in South Africa, needs to read this book. Chris Moore and Peter Woodrow have used their global experience and invented the definitive tool for communication in the twenty-first century!" Vasu Gounden founder and executive director, ACCORD, South Africa "Filled with practical advice and informed by sound research, the Handbook of Global and Multicultural Negotiation brings into one location an extraordinary and comprehensive set of resources for navigating conflict and negotiation in our multicultural world. More important, the authors speak from decades of experience, providing the best book on the topic to date a gift to scholars and practitioners alike." John Paul Lederach Professor of International Peacebuilding, Kroc Institute, University of Notre Dame

Cross Cultural Management and Negotiation Practices is about managing cultural differences throughout a country or organization, according to some basic principles of professionalism and open communication. One has to understand each individual and let people freely voice their opinion in order to maximize their efficiency and productivity toward the complex solutions we all face in today's cross-cultural work environments. Likewise, professionals need to have great management and negotiation skills while working toward the objectives of maximizing shareholder benefits in the organization. Cross Cultural Management and Negotiation Practices is divided into four parts and includes subjects that each can be a specialization of study in itself. Part I provides information on culture and management as well as ethical challenges that managers and expatriates face across the globe; Part II provides an overview of negotiation fundamentals, negotiation model, and negotiation steps which can be used by expatriates in international assignments; Part III discusses practical skills such as communication and conflict management along with expatriate, as well as repatriate, training and development strategies; and Part IV offers a variety of cases to emphasize specific concepts and reflect upon real world challenges that can be used to facilitate various topics and reflect upon their learning outcomes. Overall, this book attempts to shed some light, albeit briefly, on specific area by introducing the reader to the major topics and issues in cross-cultural management and negotiations. Understanding these subjects require examining one's own beliefs and values as well as learning the skills of dealingappropriately with those whose beliefs and values may be very different. The author and contributors have used the concepts discussed in this book both nationally and internationally with academic and practitioner audiences to help increase their awareness of management, international management, negotiations, communication, and different cultures. The concepts, cases and exercises have been gleaned from a variety of sources and professionals in the United States and others around the globe. As such, these are very relevant to today's work environment, and thus can easily fit most management, international management, or cultural competency courses, seminars, and employee development workshops. Management trainers, corporate universities, colleges or professors wishing to adopt this book or any of its chapters may contact the publisher or the author to request the available supplementary facilitator's materials such as the electronic Power Point files for presentation, chapter summaries for usage with lectures and online postings, test questions for discussions or exams, and/or other supplementary material for exercises. The Instructor's CD (resources) come electronically using Microsoft Power Point, Word, and Excel files; as such, they can be adjusted by each educator and facilitator for his or her lectures, training and presentations.

Provides an understanding about the impact of culture and communication on international business negotiations. This work explores the problems faced by Western managers while doing business abroad and offers guidelines for international business negotiations. It also focuses on an important aspect of international business: negotiations.

In the global marketplace, negotiation frequently takes place across cultural boundaries, yet negotiation theory has traditionally been grounded in Western culture. This book, which provides an in-depth review of the field of negotiation theory, expands current thinking to include cross-cultural perspectives. The contents of the book reflect the diversity of negotiation—research-negotiator cognition, motivation, emotion, communication, power and disputing, intergroup relationships, third parties, justice, technology, and social dilemmas—and provides new insight into negotiation theory, questioning assumptions, expanding constructs, and identifying limits not apparent from working exclusively within one culture. The book is organized in three sections and pairs chapters on negotiation theory with chapters on culture. The first part emphasizes psychological processes—cognition, motivation, and emotion. Part II examines the negotiation process. The third part emphasizes the social context of negotiation. A final chapter synthesizes the main themes of the book to illustrate how scholars and practitioners can capitalize on the synergy between culture and negotiation research.

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.

Comprises a collection of papers discussing the issue of negotiation. Presents a set of ideas, organized around frameworks for improving negotiation; the challanges to applying these ideas in organizational settings; and some analysis of individual behaviour in negotiation.

In today's global business environment, an executive must have the skills and knowledge to navigate all stages of an international deal, from negotiations to managing the deal after it is signed. The aim of The Global Negotiator is to equip business executives with that exact knowledge. Whereas most books on negotiation end when the deal is made, Jeswald W. Salacuse will guide the reader from the first handshake with a potential foreign partner to the intricacies of making the international joint venture succeed and prosper, or should things go poorly, how to deal with getting out of a deal gone wrong. Salacuse illustrates the many ways in which an international deal may falter and the methods parties can use to save it, provides the necessary technical knowledge to structure specific business transactions, and explores the transformations to the international business landscape over the last decade.

Describes a method of negotiation that isolates problems, focuses on interests, creates new options, and uses objective criteria to help two parties reach an agreement.

Practical negotiating skills, including those needed for cross-cultural negotiations have long been taught in classrooms, along with some of the theory that underpins them. Most of this has been based on the notion that negotiation will be interpersonal and face-to-face. In recent years, though, globalization, the telecommunications boom and the ever increasing need for today's professionals to conduct cross-cultural business transactions has led to a new way of negotiating, bargaining, and resolving disputes. In e-Negotiations, Nicholas Harkiolakis and his co-authors highlight the challenge that awaits the young professionals who are today training in business schools. Future dispute resolutions and bargaining will take place between faceless disputants involved in a new kind of social process. Any adolescent with a mobile phone and Internet access knows that most of today's social transactions take place via a hand held or other electronic device. In a world of video conferences, chat rooms, Skype, Facebook, and MySpace, critical financial, business and political decisions are made through interaction between two-dimensional characters on screens. Here, the authors compare and contrast e-negotiation as it currently is with traditional face-to-face negotiation. Case studies illustrate how cross-cultural negotiations can be managed through modern channels of social influence and information-sharing and shed light on the critical social, cognitive and behavioral role of the negotiator in resolving on-line, cross-cultural, conflicts and disputes, and generally in bargaining and negotiation. This book, with its practical exercises, will be of immense help to students and professionals needing to 'practice' with the new negotiating media.