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Full Description
Negotiation Preparation in a Global World guides the reader through a series of issues to consider in building international and intercultural business negotiation skills.
It takes the approach of examining failed business negotiations to analyze how improved communication might have led to successful outcomes. Each chapter presents theoretical background related to a communication failure and explores alternative strategies to the situation.
This volume is ideal for undergraduate- and graduate-level students studying business, leadership, and organizational development, as well as those new to the global marketplace or interested in learning how to negotiate in the intercultural business arena.
Contents
1. Failures and Negotiation Nightmares 2. The Role of Perception: When I look through your glasses, everything is blurry 3. Emotions: Emotional Garbage: Sorting through the impact of emotion on the negotiation process 4. Communication Incompetency, Deficiencies and Miscommunication: I hear what you are saying, do you hear how you sound? 5. Contracts' Role in Chaos Prevention 6. Culture: Behavior, Beliefs and Breakdowns—why can't you just do it may way? 7. Strategies and Other Failed Plans: Exploring Strategy and Tactics from an Intercultural Perspective 8. Alternative Dispute Resolution (ADR) 9. OOPS: Opportunity, Outcomes, People, and Success
