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Title Handbook of global and multicultural negotiation
 
Author(s) Moore, Christopher W.
Local Call Num. 7099
ISBN 9780470440957
0-470-44095-3
Level Universitar
Pages xvii, 485 p.
Publishing Info San Francisco, CA Jossey-Bass c2010
Loan Type/Days REG-Regular / 4
Department S-Student
Media PBK-Paperback
Subjects Negotiation in business.
Cultural relations.
Description Christopher W. Moore, Peter J. Woodrow.
ill. ;
485p., 25 cm.
Includes bibliographical references and indexes.
Introduction to culture and negotiation : the context of global and multicultural negotiations -- The wheel of culture -- Strategies for global intercultural interactions -- Cross-cutting issues in negotiation -- The preparation stage -- Beginning negotiations -- Identifying and exploring issues -- Cultural patterns in information exchange -- Problem solving and option generation -- Influence and persuation strategies -- Assessing options -- Reaching closure and developing agreements -- Implementing agreements -- Assisted negotiations -- Facilitation and mediation.
Resources L4U Book Cover