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Handbook of Global and Multicultural Negotiation

ISBN: 9780470440957 | 0470440953
Edition: 1st
Format: Hardcover
Publisher: Jossey-Bass
Pub. Date: 3/8/2010

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SummaryTable of ContentsAuthor Biography
Praise for Handbook of Global and Multicultural Negotiation"In today's globalized world, few competencies are as essential as the ability to negotiate across cultures. In this insightful and practical book, Chris Moore and Peter Woodrow draw on their extensive global experience to help us understand the intricacies of seeking to reach intercultural agreements and show us how to get to a wise yes. I recommend it highly!"William Urycoauthor, Getting to Yes, and author, The Power of a Positive No"Rich in the experience of the authors and the lesso... MORE
Figures, Tables, and Exhibitp. vii
Prefacep. ix
The Essentials of Global and Multicultural Negotiationp. 1
Introduction to Culture and Negotiation: The Context of Global and Multicultural Negotiationsp. 3
The Wheel of Culturep. 21
Strategies for Global Intercultural Interactionsp. 61
Cross-Cutting Issues in Negotiationp. 77
A Step-By-Step Guide to Int... MOREp. 127
The Preparation Stagep. 129
Beginning Negotiationsp. 149
Identifying and Exploring Issuesp. 185
Cultural Patterns in Information Exchangep. 221
Problem Solving and Option Generationp. 247
Influence and Persuasion Strategiesp. 283
Assessing Optionsp. 327
Reaching Closure and Developing Agreementsp. 347
Implementing Agreementsp. 367
Assisted Negotiations and Third-Party Rolesp. 387
Assisted Negotiationsp. 389
Facilitation and Mediationp. 407
Referencesp. 435
The Authorsp. 449
Name Indexp. 451
Subject Indexp. 457
Table of Contents provided by Ingram. All Rights Reserved.

The Authors

Christopher W. Moore is a partner of CDR Associates, an international collaborative decision-making, conflict management, and dispute-resolution systems design firm based in Boulder, Colorado. He has participated in many successful international negotiations and multiparty decision-making initiatives, and served as a mediator and conflict management consultant for over thirty years. He is the author of the book The Mediation Process from Jossey-Bass and numerous journal articles and monographs.

Peter J. Woodrow is the codirector of the Reflecting on Peace Practice Project at CDA Collaborative Learning Projects, based in Cambridge, Massachusetts, and a partner of CDR Associates. He is an experienced multicultural mediator, facilitator, trainer, and consultant and is skilled in negotiation, collaborative problem solving, team building, dispute systems design, and conflict intervention. Woodrow is the coauthor of several books, numerous monographs, and articles.



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