First book to investigate negotiation and intercultural communication, along with country-specific negotiation differencesOffers theory and practice-based information from experts who have lived or worked in those countriesProvides an analysis of the cross-cultural factors affecting the process and outcome of negotiations in a multicultural settingOffers 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.

Inhalt

Part I Negotiation Across Cultures: Establishing the Context.- 1. Global Business Negotiation Intelligence: The Need and Importance.- Part II Negotiation Across Cultures: Theoretical Understanding. -2. Understanding the Scope and Importance of Negotiation.- 3. Negotiating for Strategic Alliances.- 4. Transcendental Negotiations: Creating Value with Transgenerational Negotiations.- 5. Negotiating with Information and Communication Technology in a Cross-Cultural World.- 6. Global Cultural Systems, Communication, and Negotiation.- Part III Negotiation Across Cultures: Country Analysis.- 7. Negotiating with Managers from Britain.- 8. Negotiating with Managers from Mexico.- 9. Negotiating with Managers from France.- 10. Negotiating with Managers from Israel.- 11. Negotiating with Managers from Iran.- 12. Negotiating with Managers from Pakistan.- 13.Negotiating with Managers from Germany.- 14. Negotiating with Managers from Turkey.- 15. Negotiating with Managers from Spain.- 16. Negotiating with Managers from Singapore.- 17. Negotiating with Managers from Russia.- Part IV Negotiation Across Cultures: Multinational Analysis.- 18. Negotiating with Managers in a Multicultural Context: The Unique Case of Dubai.- 19. Expatriate Managers as Negotiators: A Comparative Study on Australians in China and French in Brazil.- 20. The Australian Style of Negotiating with Managers from China.- 21. Negotiating with Managers from South Asia: India, Sri Lanka, and Bangladesh.- Part V Negotiation Across Cultures: Future Directions.- 22. Wind of Change: The Future of Cross-Cultural Negotiation.