Download or read book Negotiating International Business written by Lothar Katz and published by Booksurge Publishing. This book was released on 2006 with total page 478 pages. Available in PDF, EPUB and Kindle. Book excerpt: Pt. 1. International negotiations. -- Pt. 2. Negotiation techniques used around the world. -- Pt. 3. Negotiate right in any of 50 countries.
Download or read book Style Differences at International Negotiations written by Takashi Kageyama and published by . This book was released on 2000 with total page 54 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Negotiating Across Cultures written by Raymond Cohen and published by Washington, D.C. : United States Institute of Peace. This book was released on 1991 with total page 222 pages. Available in PDF, EPUB and Kindle. Book excerpt:
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 Intercultural Business Negotiations written by Jean-Claude Usunier and published by Routledge. This book was released on 2018-10-08 with total page 364 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 Global Negotiator written by Jeswald W. Salacuse and published by St. Martin's Press. This book was released on 2015-01-13 with total page 321 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.
Download or read book Cultural tendencies in negotiation between Mexico und USA written by Carina Zimmermann and published by GRIN Verlag. This book was released on 2016-09-09 with total page 24 pages. Available in PDF, EPUB and Kindle. Book excerpt: Seminar paper from the year 2014 in the subject Politics - Topic: International Organisations, grade: 2,0, University of Applied Sciences Fulda (Sozial-und Kulturwissenschaften), course: Intercultural Negotiations, language: English, abstract: As a result of globalization we are no longer dependent of distance or borders and where we do business. Due to a huge increase in global trade, learning more about how to do international business successfully is becoming more and more important. Therefore, intercultural communication and negotiation are significant for success in a globalized workplace. Becoming confident with different languages, communication styles, negotiation tactics, decisionmaking and cultural differences is the key factor for a good business relationship with other countries. As a neighboring country and member of NAFTA, Mexico and his market had become very attractive for Americans. Although they are neighboring countries, there are big cultural differences between them which leads to misunderstanding and misinterpreting in private life as well as but in business contexts. The purpose of this paper is in which areas of contact most commonly cause misunderstanding in intercultural communication between USA and Mexico. International negotiations deals not only with crossing borders, also with crossing cultures. Culture profoundly influences how people communicate, think and behave in business situations. Therefore the main questions in this paper are: How cultural aspects affect business communication between Mexico and the United States? How can business people profit from cultural awareness? Which rules do they have to follow for a successful negotiation?
Download or read book Intercultural Negotiations written by Ian MacKenzie and published by . This book was released on 2011 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: As a result of transnational population flows and globalized media, intercultural communication is a daily occurrence. The contributions to this volume propose new ways of conceptualizing intercultural communication to suit contemporary multicultural and multilingual environments. This book was published as a special issue of the European Journal of English Studies.
Download or read book How to Negotiate Anything with Anyone Anywhere Around the World written by Frank L. Acuff and published by Amacom Books. This book was released on 1997 with total page 404 pages. Available in PDF, EPUB and Kindle. Book excerpt: The ups and downs of negotiating are challenging enough at home. Put yourself in another country - where the customs and conventions are often radically different - and you've got a recipe for awkwardness and confusion at best, disappointment and disaster at worst. That's why you need this new, expanded edition of How to Negotiate Anything With Anyone Anywhere Around the World. It will provide you with the savvy you need to negotiate with finesse and ease, no matter where you are.
Download or read book Global Negotiation written by William Hernández Requejo and published by St. Martin's Press. This book was released on 2014-12-02 with total page 273 pages. Available in PDF, EPUB and Kindle. Book excerpt: Each year American executives make nearly eight million trips overseas for international business. In the process, they leave billions of dollars on the negotiation table. Global Negotiation provides critical tools to help businesspeople save money (and face) when negotiating across cultural divides. Drawing on their more than 50 combined years of experience, as well as extensive field research with over 2000 business people in 21 different cultures, John L. Graham and William Hernández Requejo have discovered how to create long-lasting commercial relationships around the world. The authors provide a rare combination of practical insight and illuminating anecdotes, and offer examples from well-known companies such as Toyota, Ford, Intel, AT&T, Rockwell, Boeing, and Wal-Mart.
Download or read book The Influence of Culture on International Negotiation Styles written by Locksley G. M. Henry and published by . This book was released on 2012 with total page 362 pages. Available in PDF, EPUB and Kindle. Book excerpt: The influence of cultural diversity on international business negotiation continues to increase in importance as a result of globalization, liberalization of worldwide markets, and the growth of cross-border mergers and acquisitions. Negotiating styles' options and choices are key factors in determining successful outcomes in cross-cultural negotiations. While much research has been conducted on the influence of cultural dimensions on international negotiation styles, the samples and comparative studies have focused mainly on developed regions of the world -- the United States of America, Europe, and Asia. This study focuses on the influence of selected cultural dimensions on the negotiating styles of the United States, and Jamaica -- a developing Caribbean territory. Previous research in this area was minimal or non-existent. The study engaged tertiary student respondents in both territories and adopted the GLOBE Leadership Scale instrument to measure the effect of six cultural dimensions on cultural practices and cultural values in both countries. Simultaneously, the Glaser and Glaser Negotiating Style instrument was used to measure five different style choices grounded in the Dual Concerns Theory. The findings suggest that US negotiators would demonstrate a higher concern for self than Jamaican negotiators while Jamaican negotiators would show a higher concern for others in the negotiating process. This was also supported by the finding that the higher collectivism culture of the Jamaicans has a significant positive influence on their compromising style approach. Another significant finding was on the gender egalitarian cultural construct which suggests that both the US and Jamaican negotiators would embrace the participation of a greater number of female negotiators in the future. The US would also be more accommodative in their negotiating style where greater gender equity prevails. Power distance as a cultural dimension was not significant on negotiating styles in both countries but it was encouraging to note that power distance gaps would be narrower in the future.
Download or read book Getting to Yes written by Roger Fisher and published by Houghton Mifflin Harcourt. This book was released on 1991 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.
Download or read book International Business Negotiations written by Pervez N. Ghauri and published by Edward Elgar Publishing. This book was released on 2020-10-30 with total page 451 pages. Available in PDF, EPUB and Kindle. Book excerpt: This insightful new textbook provides comprehensive coverage of the theories and practices key to negotiating business deals in the twenty-first century. Employing a holistic framework, it offers an understanding of the factors that influence the negotiation process, the challenges associated with negotiating across borders and the strategies used by negotiators.
Download or read book Handbook of International Negotiation written by Mauro Galluccio and published by Springer. This book was released on 2014-12-04 with total page 468 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book reinforces the foundation of a new field of studies and research in the intersection between social sciences and specifically between political science, international relations, diplomacy, psychotherapy, and social-cognitive psychology. It seeks to promote a coherent and comprehensive approach to international negotiation from a multidisciplinary viewpoint generating a longer term of studies, researches, and networking process that both respond to changes and differences in our societies and to the unprecedented demand and opportunities for international conflict prevention and resolution. There is a need to increase cooperation, coherence, and efficiency of international negotiation. It is necessary to focus our shared attention on new ways to better formulate integrated and sustainable negotiating strategies for conflict resolution. This book acquires innovative relevance in and will impact on the new context of international challenges which do not have a one-off solution that can be settled through a single target-oriented negotiation process. The book brings together leading scholars and researchers into the field from different disciplines, diplomats, politicians, senior officials, and even a Cardinal of the Holy See to give their contributions and make proposals on how best to optimize the use of negotiation and diplomacy structures, tools, and instruments. However, unlike most studies and researches on international negotiation, this book emphasizes processes, not simply outcomes or even tools but the way in which tools are and can be used to achieve better outcomes in international reality-based negotiation.
Download or read book Cultural Impact on Models of Negotiation using the Example of Distributive Negotiations written by Niklas Dahlen and published by GRIN Verlag. This book was released on 2018-05-16 with total page 110 pages. Available in PDF, EPUB and Kindle. Book excerpt: Bachelor Thesis from the year 2014 in the subject Business economics - Miscellaneous, grade: 1,3, EBC University Hamburg, language: English, abstract: Published in 1982, Howard Raiffa’s book "The Art and Science of Negotiation" constitutes the dawn of a new era with its asymmetrically prescriptive/descriptive orientation. It consolidated distinctive approaches, boosted research and overcame thinking barriers. In times of a globalized, highly interdependent world with multibillion dollar cross border M&A transactions, international business negotiations are an essential part of the global economy and shape a company’s success. This thesis describes the cultural dimensions of Hofstede and Hall and additionally Raiffa’s negotiation analysis from the perspective of distributive negotiations. A new approach for international business negotiations is introduced which should enable negotiators to deal with differences at an international stage. In order to understand if and how culture affects negotiation hypotheses are derived from theoretical grounded work. By conducting several interviews with negotiators from different cultural backgrounds, tendencies are illustrated and the question whether further empirical research is needed is answered. The interviews show that negotiations between individuals from countries with different power distance indexes often lead to non-agreements. Moreover, the interviewees think that negotiators with an individualist mindset are more likely to reach an agreement in distributive negotiations. Lastly, the interview reveals that negotiators from a country scoring high in masculinity tend to apply rather distributive than integrative negotiation styles. Further validation of the hypotheses with case stud-ies and experiments have yet to be conducted.
Download or read book Chinese Negotiation Styles written by Jose Anibal Torres and published by . This book was released on 2016-02-12 with total page 162 pages. Available in PDF, EPUB and Kindle. Book excerpt: Over the past three decades China's economic performance has exceeded all other countries' economic growth performance by averaging 9.7% (Zhang, Li & Shi, 2009). And even during the global financial crisis, while their economic growth decreased from the three decade average of 9.7%, they were able to sustain an economic growth beyond that of the majority of countries throughout the world. Further, China's growing economic marketplace and integration into global economic institutions, such as the WTO, has increased Westerners interest in their desire to do business in China. Research suggests that culture is not stationary, but highly dynamic, and constantly changing. And the Chinese, a very traditional cultural people are continuously being influenced as a result of their open market economy. China's recent ascend as the second largest economy in the world, with 1.3 billion people, who can potentially become one of the largest consumer markets in the world, has dramatically increased the interest of foreign countries on how to do business effectively with the Chinese. However, Westerners and the Chinese have different cultures and philosophies that influence their different approaches, models and styles during international business negotiations (Banthin & Stelzer, 1998). And their individual perspectives are influenced by their lack of understanding about their opponent's cultural influences, beliefs, behaviors and motivations, with regards to the negotiation process. Globalization and technological advances has changed the nature of how people do business. No organization or country is immune to some exposures from different countries, cultures and diversity. To this end, differences in cultures, socio-economic and political perspectives demand differences in the approach to how people negotiate. These differences, which also provides the framework for this study, involves cultures, cultural dimensions, cultural dynamics, country-specific culture and philosophies, global influences, consequences of cultural global influences, emotional intelligence, cultural intelligences, differences in communication principles, and negotiation styles in international business; which also includes differences in negotiation tactics, conflict management styles, negotiation processes and strategies, reciprocity, etc. Therefore, this study will focus on two primary topics, culture and Chinese negotiation styles that influence Chinese negotiation styles in international business negotiations.
