Download or read book The Handbook of Negotiation and Culture written by Michele J. Gelfand and published by Stanford University Press. This book was released on 2004 with total page 478 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.

Download or read book Negotiation Theory and Research written by Leigh L. Thompson and published by Psychology Press. This book was released on 2006-01-13 with total page 250 pages. Available in PDF, EPUB and Kindle. Book excerpt: Negotiation is the most important skill anyone in the business world can have today, because people must continually negotiate their jobs, responsibilities, and opportunities. Yet very few people know strategies for maximizing their outcomes in everyday and in more formal business situations. This volume provides a comprehensive overview of this emerging topic through original contributions from leaders in social psychology and negotiation research. All topics covered are core to the understanding of the negotiation process and include: decision-making and judgment, emotion and negotiation, motivation, and game theory.

Download or read book CQ written by P. Christopher Earley and published by Stanford University Press. This book was released on 2006 with total page 278 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book helps a manager understand and assess personal cultural intelligence and how to leverage this capability in diverse work environments.

Download or read book Dissertation Abstracts International written by and published by . This book was released on 2008 with total page 732 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Download or read book Managing Intercultural Conflict Effectively written by Stella Ting-Toomey and published by SAGE Publications. This book was released on 2001-07-25 with total page 249 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this volume, Ting-Toomey and Oetzel accomplish two objectives: to explain the culture-based situational conflict model, including the relationship among conflict, ethnicity, and culture; and, second, integrate theory and practice in the discussion of interpersonal conflict in culture, ethnic, and gender contexts. While the book is theoretically directed, it is also a down-to-earth practical book that contains ample examples, conflict dialogues, and critical incidents. Managing Intercultural Conflict Effectively helps to illustrate the complexity of intercultural conflict interactions and readers will gain a broad yet integrative perspective in assessing intercultural conflict situations. The book is a multidisciplinary text that draws from the research work of a variety of disciplines such as cross-cultural psychology, social psychology, sociology, marital and family studies, international management, and communication.

Download or read book International Negotiation written by Glen Fisher and published by . This book was released on 1980 with total page 78 pages. Available in PDF, EPUB and Kindle. Book excerpt: Intended for professionals who work internationally, the booklet addresses the cross-cultural communication process that is involved whenever persons of widely differing backgrounds attempt to reach agreements. Three countries (Japan, Mexico, and France) are compared and a line of questioning and analysis that a negotiator might find useful, whatever the national identity, is suggested. The first of six sections presents a broad overview of the social psychology of cross-cultural negotiation; the next five sections each deal with a particular "consideration" involved in the process. The first consideration involves understanding the way that negotiators view the negotiation encounter itself (the session's social meaning, who should attend, what kind of conversations should take place, with what courtesy, and with what expected style of debate). The second consideration is concerned with ways that cultural background affects decision making style. The effect of "national character" on the negotiation process, a third consideration, involves the effect of national self-image on negotiation, specific values and implicit assumptions of negotiators, and cultural differences in styles of logic, reasoning, and persuasion. The fourth consideration, "coping with cross-cultural noise," covers the background distractions, including noise, the presence of other people, and habits or idiosyncracies that bother one party or the other. A fifth consideration, "trusting interpreters and translators" is the topic of the final section. This section examines actual limits in translating ideals, concepts, meanings, and nuances; the subjective meaning on each side of a translation; and built-in styles of reasoning that resist translation. (LH)

Download or read book Negotiating Globally written by Jeanne M. Brett and published by John Wiley & Sons. This book was released on 2012-10-15 with total page 206 pages. Available in PDF, EPUB and Kindle. Book excerpt: When it was first published in 2001, Negotiating Globally quickly became the basic reference for managers who needed to learn how to negotiate successfully across boundaries of national culture. This thoroughly revised and expanded second edition preserves the structure of the acclaimed first edition and improves upon it, making it even easier to learn how to navigate national culture when negotiating deals, resolving disputes, and making decisions in teams. Rather than offering country-specific protocol and customs, Negotiating Globally provides a general framework to help negotiators anticipate and manage cultural differences. This new edition incorporates the lessons of the latest research with new emphasis on executing a negotiation strategy and negotiating conflict in multicultural teams. The well-received chapter on “Government At and Around the Table” has been expanded and updated with new examples that span the globe. In this comprehensive resource, Jeanne M. Brett describes how to develop a negotiation planning document and shows how to execute the plan. She provides a model that explains how the cultural environment affects negotiators’ interests, priorities, and strategies. She provides benchmarks for distinguishing good deals from poor ones and good negotiators from poor ones. The book explains how resolving disputes is different from making deals and how negotiation strategy can be used in multicultural teams. Negotiating Globally challenges negotiators to expand their repertoire of strategies so that they will be able to close deals, resolve disputes, and get teams to make decisions.

Download or read book Intercultural Business Negotiations written by Jean-Claude Usunier and published by Routledge. This book was released on 2018-10-08 with total page 355 pages. Available in PDF, EPUB and Kindle. Book excerpt: Negotiations occupy a prominent place in the world of business, especially when it comes to international deals. In an increasingly global business environment, understanding and managing cultural differences is key to successful negotiations. This book highlights two basic components of negotiations: the Deal and the Relationship. Countries and cultures place different value and priority on these components both in the negotiation process and in the outcome. Intercultural Business Negotiations provides a guiding framework that is both refined and contextualized and provides managers with the key skills necessary to navigate difficult negotiations where partners may differ in terms of culture, communication style, time orientation, as well as personal and professional backgrounds. The book systematically examines both dispositional and situational aspects of negotiations in interaction with cultural factors. Intercultural Business Negotiations is an accessible resource for managers, leaders, and those interested in or studying business negotiations globally. It is accompanied by an author run companion website containing negotiation simulations, instructions for players, and teaching notes for instructors.

Download or read book International Business Negotiations written by Pervez N. Ghauri and published by Emerald Group Publishing. This book was released on 2003-09-30 with total page 548 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.

Download or read book The Truth about Negotiations written by Leigh L. Thompson and published by FT Press. This book was released on 2008 with total page 223 pages. Available in PDF, EPUB and Kindle. Book excerpt: “The 53 Truths provide incredible insight into the art and science of negotiating. This is a must read for sales professionals but is equally beneficial to all who wish to be better negotiators.” –CHRIS WEBER, Vice President, West Region Enterprise, Microsoft Corporation “Negotiation skills can and must be learned. In her new book, Leigh provides the framework. A must read for negotiators at all levels of ability.” –ANTHONY SANTIAGO, Vice President, Global Sourcing & Supplier Management, Bristol-Myers Squibb “A superbly presented summary of practical tools and techniques for negotiating in all types of situations, and creating win-win solutions that result in enduring business relationships. Provides substantiated evidence of what works successfully–and pitfalls to avoid–in the game of negotiation.” –RUSSELL D’SOUZA, International Credit Manager, Hallmark Cards, Inc. You can learn to be a world-class negotiator and get what you want! • The truth about how to prepare within one hour • The truth about negotiating with friends, colleagues, and spouses • The truth about the win-win litmus test This book reveals 53 PROVEN NEGOTIATION PRINCIPLES and bite-size, easy-to-use techniques that work.

Download or read book Group Decision and Negotiation in an Uncertain World written by Ye Chen and published by Springer. This book was released on 2018-06-07 with total page 212 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book constitutes the refereed proceedings of the 18th International Conference on Group Decision and Negotiation, GDN 2018, held in Nanjing, China, in June 2018. The field of Group Decision and Negotiation focuses on decision processes with at least two participants and a common goal but conflicting individual goals. Research areas of Group Decision and Negotiation include electronic negotiations, experiments, the role of emotions in group decision and negotiations, preference elicitation and decision support for group decisions and negotiations, and conflict resolution principles. The 15 full papers presented in this volume were carefully reviewed and selected from 143 submissions. They were organized in topical sections named: theoretical concepts of group decision and negotiation; decision support and behavior in group decision and negotiation; and applications of group decision and negotiations.

Download or read book Grit written by Angela Duckworth and published by Simon and Schuster. This book was released on 2016-05-03 with total page 350 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this instant New York Times bestseller, Angela Duckworth shows anyone striving to succeed that the secret to outstanding achievement is not talent, but a special blend of passion and persistence she calls “grit.” “Inspiration for non-geniuses everywhere” (People). The daughter of a scientist who frequently noted her lack of “genius,” Angela Duckworth is now a celebrated researcher and professor. It was her early eye-opening stints in teaching, business consulting, and neuroscience that led to her hypothesis about what really drives success: not genius, but a unique combination of passion and long-term perseverance. In Grit, she takes us into the field to visit cadets struggling through their first days at West Point, teachers working in some of the toughest schools, and young finalists in the National Spelling Bee. She also mines fascinating insights from history and shows what can be gleaned from modern experiments in peak performance. Finally, she shares what she’s learned from interviewing dozens of high achievers—from JP Morgan CEO Jamie Dimon to New Yorker cartoon editor Bob Mankoff to Seattle Seahawks Coach Pete Carroll. “Duckworth’s ideas about the cultivation of tenacity have clearly changed some lives for the better” (The New York Times Book Review). Among Grit’s most valuable insights: any effort you make ultimately counts twice toward your goal; grit can be learned, regardless of IQ or circumstances; when it comes to child-rearing, neither a warm embrace nor high standards will work by themselves; how to trigger lifelong interest; the magic of the Hard Thing Rule; and so much more. Winningly personal, insightful, and even life-changing, Grit is a book about what goes through your head when you fall down, and how that—not talent or luck—makes all the difference. This is “a fascinating tour of the psychological research on success” (The Wall Street Journal).

Download or read book Negotiating Rationally written by Max H. Bazerman and published by Simon and Schuster. This book was released on 1994-01-01 with total page 208 pages. Available in PDF, EPUB and Kindle. Book excerpt: In Negotiating Rationally, Max Bazerman and Margaret Neale explain how to avoid the pitfalls of irrationality and gain the upper hand in negotiations. For example, managers tend to be overconfident, to recklessly escalate previous commitments, and fail to consider the tactics of the other party. Drawing on their research, the authors show how we are prisoners of our own assumptions. They identify strategies to avoid these pitfalls in negotiating by concentrating on opponents’ behavior and developing the ability to recognize individual limitations and biases. They explain how to think rationally about the choice of reaching an agreement versus reaching an impasse. A must read for business professionals.

Download or read book Rule Makers Rule Breakers written by Michele Gelfand and published by Scribner. This book was released on 2019-08-20 with total page 384 pages. Available in PDF, EPUB and Kindle. Book excerpt: A celebrated social psychologist offers a radical new perspective on cultural differences that reveals why some countries, cultures, and individuals take rules more seriously and how following the rules influences the way we think and act. In Rule Makers, Rule Breakers, Michele Gelfand, “an engaging writer with intellectual range” (The New York Times Book Review), takes us on an epic journey through human cultures, offering a startling new view of the world and ourselves. With a mix of brilliantly conceived studies and surprising on-the-ground discoveries, she shows that much of the diversity in the way we think and act derives from a key difference—how tightly or loosely we adhere to social norms. Just as DNA affects everything from eye color to height, our tight-loose social coding influences much of what we do. Why are clocks in Germany so accurate while those in Brazil are frequently wrong? Why do New Zealand’s women have the highest number of sexual partners? Why are red and blue states really so divided? Why was the Daimler-Chrysler merger ill-fated from the start? Why is the driver of a Jaguar more likely to run a red light than the driver of a plumber’s van? Why does one spouse prize running a tight ship while the other refuses to sweat the small stuff? In search of a common answer, Gelfand spent two decades conducting research in more than fifty countries. Across all age groups, family variations, social classes, businesses, states, and nationalities, she has identified a primal pattern that can trigger cooperation or conflict. Her fascinating conclusion: behavior is highly influenced by the perception of threat. “A useful and engaging take on human behavior” (Kirkus Reviews) with an approach that is consistently riveting, Rule Makers, Ruler Breakers thrusts many of the puzzling attitudes and actions we observe into sudden and surprising clarity.

Download or read book Parenting Matters written by National Academies of Sciences, Engineering, and Medicine and published by National Academies Press. This book was released on 2016-11-21 with total page 525 pages. Available in PDF, EPUB and Kindle. Book excerpt: Decades of research have demonstrated that the parent-child dyad and the environment of the familyâ€"which includes all primary caregiversâ€"are at the foundation of children's well- being and healthy development. From birth, children are learning and rely on parents and the other caregivers in their lives to protect and care for them. The impact of parents may never be greater than during the earliest years of life, when a child's brain is rapidly developing and when nearly all of her or his experiences are created and shaped by parents and the family environment. Parents help children build and refine their knowledge and skills, charting a trajectory for their health and well-being during childhood and beyond. The experience of parenting also impacts parents themselves. For instance, parenting can enrich and give focus to parents' lives; generate stress or calm; and create any number of emotions, including feelings of happiness, sadness, fulfillment, and anger. Parenting of young children today takes place in the context of significant ongoing developments. These include: a rapidly growing body of science on early childhood, increases in funding for programs and services for families, changing demographics of the U.S. population, and greater diversity of family structure. Additionally, parenting is increasingly being shaped by technology and increased access to information about parenting. Parenting Matters identifies parenting knowledge, attitudes, and practices associated with positive developmental outcomes in children ages 0-8; universal/preventive and targeted strategies used in a variety of settings that have been effective with parents of young children and that support the identified knowledge, attitudes, and practices; and barriers to and facilitators for parents' use of practices that lead to healthy child outcomes as well as their participation in effective programs and services. This report makes recommendations directed at an array of stakeholders, for promoting the wide-scale adoption of effective programs and services for parents and on areas that warrant further research to inform policy and practice. It is meant to serve as a roadmap for the future of parenting policy, research, and practice in the United States.

Download or read book Cultural Intelligence written by P. Christopher Earley and published by Stanford University Press. This book was released on 2003 with total page 397 pages. Available in PDF, EPUB and Kindle. Book excerpt: In a global market where international teams, initiatives, and joint ventures are increasingly common, it is extremely important for people to integrate themselves in new cultures. Strategies for selecting and training people on global perspectives are critical for managing business. In this book, the authors develop the idea of cultural intelligence and examine its three essential facets: cognition, the ability to develop patterns from cultural cues; motivation, the desire and ability to engage others; and behavior, the capability to act in accordance with cognition and motivation. They explore the fundamental nature of cultural intelligence and its relationship to other frameworks of intelligence.-Back cover.

Download or read book Handbook of Research on Negotiation written by Mara Olekalns and published by Edward Elgar Publishing. This book was released on 2013-01-01 with total page 561 pages. Available in PDF, EPUB and Kindle. Book excerpt: This Handbook combines a review of negotiation research with state-of-the-art commentary on the future of negotiation theory and research. Leading international scholars give insight into both the factors known to shape negotiation and the questions that we need to answer as we strive to deepen our understanding of the negotiation process. This Handbook provides analyses of the negotiation process from four distinct perspectives: negotiators' cognition and emotion, social processes and social inferences, communication processes, and complex negotiations, covering trade, peace, environment, and crisis negotiations. Providing an introduction to key topics in negotiation, written by leading researchers in the field, the book will prove insightful for undergraduate students. It also incorporates an excellent summary of past research as well as highlights new directions negotiation research might take which will be valuable for postgraduate students and academics wishing to expand their knowledge on the subject.