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

Autorentext

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.

Klappentext

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.

Inhalt

Table of Contents

Section-I Negotiation across Cultures: Establishing the Context

Chapter-1 Global Business Negotiation Intelligence: The Need and Importance

Mohammad Ayub Khan, Tecnológico de Monterrey, Mexico

Giovanni Maria Baldini, Tecnológico de Monterrey, Mexico

Section-II Negotiation across Cultures: Theoretical Understanding

Chapter-2 Understanding the Scope and Importance of Negotiation

Mohammad Ayub Khan, Tecnológico de Monterrey, Mexico

Giovanni Maria Baldini, Tecnológico de Monterrey, Mexico

Chapter-3 Negotiating for Strategic Alliances

Andreas M. Hartmann, Tecnológico de Monterrey, Mexico

Chapter-4 Transcendental Negotiations: Creating Value with Trans-Generational Negotiations

Habib Chamoun-Nicolas, Cameron School of Business University of St Thomas

Randy D. Hazlett, University of Tulsa

Chapter-5 Negotiating with Information and Communication Technology in a Cross-Cultural World****

Ebner Noam, Creighton University Graduate School, USA

Chapter-6 Global Cultural Systems, Communication and Negotiation

Olivia Hernández-Pozas, Tecnológico de Monterrey, México

Section-III Negotiation across Cultures: Country Analysis

Chapter-7 Negotiating with Managers from Britain

Jessica Jean

Procurement Negotiation & International Business Training & Consultancy
Associate Trainer at Air Business Academy

Affiliate Professor at Toulouse Business School, France

Chapter-8 Negotiating with Managers from Mexico

Olivia Hernández-Pozas, Tecnológico de Monterrey, México

Habib Chamoun-Nicolas, University of St Thomas, US

Randy D. Hazlett, University of Tulsa, US

Chapter-9 Negotiating with Managers from France

Jessica Jean

Procurement Negotiation & International Business Training & Consultancy
Associate Trainer at Air Business Academy**

Affiliate Professor at Toulouse Business School, France

Chapter-10 Negotiating with Managers from Israel

Diana Bank Weinberg, Berlin School for Economics and Law (BSEL), Germany

Chapter-11 Negotiating with Managers from Iran**** Masoud Karami*, Queenstown Resort College, New Zealand***

Alan J. Dubinsky, Emeritus at Purdue University and Distinguished Visiting Professor, Bloomsburg University of Pennsylvania & Procurement Negotiation & International Business Training & Consultancy, Associate Trainer at Air Business Academy, Affiliate Professor at Toulouse Business School, France**

Chapter-12 Negotiating with Managers from Pakistan

Muhammad Shujaat Mubarak, Mohammad Ali Jinnah University, Pakistan

Navaz Naghavi, Taylor's Business School, Taylor's University, Malaysia

Chapter-13 Negotiating with Managers from Germany

Andreas Hartmann, Tecnológico de Monterrey, Mexico

Chapter-14 Negotiating with Man...