Handbook of Global and Multicultural Negotiation (Paperback)

Figures, Tables, and Exhibit vii

Preface ix

Part One: The Essentials of Global and Multicultural Negotiation 1

1 Introduction to Culture and Negotiation: The Context of Global and Multicultural Negotiations 3

2 The Wheel of Culture 21

3 Strategies for Global Intercultural Interactions 61

4 Cross-Cutting Issues in Negotiation 77

Part Two: A Step-By-Step Guide to Intercultural Negotiations 127

5 The Preparation Stage 129

6 Beginning Negotiations 149

7 Identifying and Exploring Issues 185

8 Cultural Patterns in Information Exchange 221

9 Problem Solving and Option Generation 247

10 Influence and Persuasion Strategies 283

11 Assessing Options 327

12 Reaching Closure and Developing Agreements 347

13 Implementing Agreements 367

Part Three: Assisted Negotiations and Third-Party Roles 387

14 Assisted Negotiations 389

15 Facilitation and Mediation 407

References 435

The Authors 449

Name Index 451

Subject Index 457