The Palgrave Handbook of Cross-Cultural Business Negotiation

ISBN-13: 9783030002763 / Angielski / Twarda / 2019 / 564 str.

Mohammad Khan; Noam Ebner

Recenzje

"This book is a must-read for negotiation practitioners and academics in the field of negotiation, cross-cultural interaction, international business, and international relations. ... this volume offers both theoretical and practical guidelines for negotiation instructors or scholars, teachers, and students with an interest in the fields of negotiation, cross-cultural negotiation, and cross-cultural management. Moreover, this volume provides managers with applied strategies for negotiating effectively with the counterpart in the global context." (Renzhong Peng and Chongguang Zhu, International Journal of Communication, Vol. 14, 2020)

Spis treści

Table of Contents

 

Section-I Negotiation across Cultures: Establishing the Context

 

Chapter-1 Global Business Negotiation Intelligence: The Need and Importance

Mohammad Ayub Khan, Tecnológico de Monterrey, Mexico

Giovanni Maria Baldini, Tecnológico de Monterrey, Mexico

 

Section-II Negotiation across Cultures: Theoretical Understanding

 

Chapter-2 Understanding the Scope and Importance of Negotiation

Mohammad Ayub Khan, Tecnológico de Monterrey, Mexico

Giovanni Maria Baldini, Tecnológico de Monterrey, Mexico

 

Chapter-3 Negotiating for Strategic Alliances

Andreas M. Hartmann, Tecnológico de Monterrey, Mexico

 

Chapter-4 Transcendental Negotiations: Creating Value with Trans-Generational Negotiations

Habib Chamoun-Nicolas, Cameron School of Business University of St Thomas

Randy D. Hazlett, University of Tulsa

 

Chapter-5 Negotiating with Information and Communication Technology in a Cross-Cultural World

Ebner Noam, Creighton University Graduate School, USA

 

Chapter-6 Global Cultural Systems, Communication and Negotiation

Olivia Hernández-Pozas, Tecnológico de Monterrey, México

 

Section-III Negotiation across Cultures: Country Analysis

 

Chapter-7 Negotiating with Managers from Britain

Jessica Jean

Procurement Negotiation & International Business Training & Consultancy
Associate Trainer at Air Business Academy

Affiliate Professor at Toulouse Business School, France

 

Chapter-8 Negotiating with Managers from Mexico

Olivia Hernández-Pozas, Tecnológico de Monterrey, México

Habib Chamoun-Nicolas, University of St Thomas, US

Randy D. Hazlett, University of Tulsa, US

 

 

 

Chapter-9 Negotiating with Managers from France

Jessica Jean

Procurement Negotiation & International Business Training & Consultancy
Associate Trainer at Air Business Academy

Affiliate Professor at Toulouse Business School, France

 

Chapter-10 Negotiating with Managers from Israel

Diana Bank Weinberg, Berlin School for Economics and Law (BSEL), Germany

 

Chapter-11 Negotiating with Managers from Iran

Masoud Karami, Queenstown Resort College, New Zealand

Alan J. Dubinsky, Emeritus at Purdue University and Distinguished Visiting Professor, Bloomsburg University of Pennsylvania & Procurement Negotiation & International Business Training & Consultancy, Associate Trainer at Air Business Academy, Affiliate Professor at Toulouse Business School, France

 

Chapter-12 Negotiating with Managers from Pakistan

Muhammad Shujaat Mubarak, Mohammad Ali Jinnah University, Pakistan

Navaz Naghavi, Taylor’s Business School, Taylor’s University, Malaysia

 

Chapter-13 Negotiating with Managers from Germany

Andreas Hartmann, Tecnológico de Monterrey, Mexico

 

Chapter-14 Negotiating with Managers from Turkey

Kayhan Yildirim, Organizational Consultant, USA

 

Chapter-15 Negotiating with Managers from Spain

Eduardo Olier, Instituto Choiseul, Spain

Francisco Valderrey, Tecnológico de Monterrey, Mexico

 

Chapter-16 Negotiating with Managers from Singapore

Cheryl Marie Cordeiro, School of Business, University of Gothenburg, Sweden

 

Chapter-17 Negotiating With Managers from Russia

Ekaterina Panarina, Tecnológico de Monterrey, Mexico

Perm National Research Polytechnic University, Russia

 

Section-IV Negotiation across Cultures: Multinational Analysis

 

Chapter-18 Negotiating with Managers in a Multicultural Context: The Unique Case of Dubai

Haruka Marufuji, University of Manchester, UK /UAE

 

Chapter-19  Expatriate Managers as Negotiators: A Comparative Study on Australians in China and French in Brazil

Mona Chung, CCI, Australia

Kleber Celadon, Bristol University, UK

 

Chapter-20 The Australian Style of Negotiating with Managers from China 

Ruby Ma, Deakin University, Australia

Jane Menzies, Deakin University, Australia

Ambika Zutshi, Deakin University, Australia

 

Chapter-21 Negotiating with Managers from South Asia: India, Sri Lanka and Bangladesh

Navaz Naghavi, Taylor’s Business School, Taylor’s University, Malaysia

Muhammad Shujaat Mubarak, Mohammad Ali Jinnah University, Pakistan.

 

Section-V Negotiation across Cultures: The Future Direction

 

Chapter-22 Wind of Change: The future of cross-cultural negotiation

Ebner Noam, Creighton University Graduate School, USA

 

O autorze

Mohammad Ayub Khan is Professor of International Business at Tecnológico de Monterrey, Mexico.  

Noam Ebner is a Professor of Negotiation and Conflict Resolution in the Department of Interdisciplinary Studies, Creighton University, USA. 

Blurb

Global business management issues and concerns are complex, diverse, changing, and often intractable. Industry actors and policy makers alike rely upon partnerships and alliances for developing and growing sustainable business organizations and ventures. As a result, global business leaders must be well-versed in managing and leading multidimensional human relationships and business networks – requiring skill and expertise in conducting the negotiation processes that these entail. 

After laying out a foundation justifying the importance of studying negotiation in a global context, this book will detail conventional and contemporary theories regarding international engagement, culture, cultural difference, and cross-cultural interaction, with particular focus on their influence on negotiation. Building on these elements, the book will provide a broad array of country-specific chapters, each describing and analyzing the negotiation culture of businesspeople in a different country around the world. Finally, the book will look ahead, with an eye towards identifying and anticipating new trends and developments in the field of global negotiation.

This text will appeal to scholars and researchers in international business, cross-cultural studies, and conflict management who seek to understand the challenges of intercultural communication and negotiation. It will provide trainers and consultants with the insights they need to prepare their clients for intercultural negotiation. Finally, the text will appeal to businesspeople who find themselves heading out to engage with counterparts in another country, or operating in other multinational environments on a regular basis.