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Handbook of global and multicultural negotiation / Christopher W. Moore, Peter J. Woodrow.

By: Moore, Christopher W, 1947-.
Contributor(s): Woodrow, Peter J.
Publisher: San Francisco, CA : Jossey-Bass, c2010Description: xvii, 485 p. : ill. ; 25 cm.ISBN: 0470440953 (hbk.); 9780470440957 (hbk.).Subject(s): Negotiation in business | Cultural relationsDDC classification: 658.4052
Contents:
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.
Item type Current location Call number Copy number Status Notes Date due Barcode
Main Collection Taylor's Library-TU
658.4052 MOO 2010 (Browse shelf) 1 Available SHTEx,70002,03,AD 5000104710

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.