Moore, Christopher W., 1947-
Handbook of global and multicultural negotiation / Christopher W. Moore, Peter J. Woodrow. - San Francisco, CA : Jossey-Bass, c2010. - xvii, 485 p. : ill. ; 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.
0470440953 (hbk.) 9780470440957 (hbk.)
Negotiation in business.
Cultural relations.
658.4052 / MOO 2010
Handbook of global and multicultural negotiation / Christopher W. Moore, Peter J. Woodrow. - San Francisco, CA : Jossey-Bass, c2010. - xvii, 485 p. : ill. ; 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.
0470440953 (hbk.) 9780470440957 (hbk.)
Negotiation in business.
Cultural relations.
658.4052 / MOO 2010