Cross-Cultural Negotiations
Cross-cultural negotiations is the interactions, typically in business, that occur between various cultures. These negotiations are typically viewed as occurring between various nations, but cross-cultural studies can also occur between different cultures within the same nation, such as between European-Americans and Native Americans. As the world becomes more and more interdependent as a result in the expansion of globalization and international business relations, cross-cultural negotiations are becoming a common feature in business and political transactions. This being the case, understanding how cross-cultural negotiations occur is an important skill to have. Thus, there has been an abundance of research and literature conducted and written on the topic. What follows is a brief review of the current literature available on the topic of cross-cultural negotiations.I.Hendon, Donald W., Herbig, Paul and Rebecca Angeles Hendon. (1999). Cross-Cultural Business Negotiations. New York: Greenwood Publishing Group, Inc.This book focuses on cross-cultural negotiations as they apply to international business. Its premise is that many business opportunities have been lost due to cultural misunderstandings. To prevent this
Cambridge: Cambridge University Press. This book is a compilation of numerous academic and scholarly research articles and reports on the issue of cross-cultural negotiation practice and theory. This work focuses on successful cross-cultural management as being the key to international business. This is an excellent manual on the process of providing effective cross-cultural negotiation skills. This book is highly valuable in that it provides a mix of theory and practical guidance, along with coverage on such unique niche areas as corporate social responsibility. The advantage is that it reads as both a casebook and a guide to cross-cultural negotiation theory, thus making it practical to student, practitioner and academic scholar. What sets this book apart is the strategic training approach provided that can easily be utilized by managers to teach cultural sensitivity through the use of classical films. The author of this text has bee in the international insurance business for over forty years and has negotiated business transactions in over thirty-one countries. The text is based on the author's ongoing study of business negotiators from Asia, the Middle East, the Americas and Europe. At the most basic level of cross-cultural negotiations is cultural competency, or a cultural literacy.
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