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Leading international scholars give insight into both the factors known to shape negotiation and the questions that we need to answer as we strive to deepen our understanding of the negotiation process. This Handbook provides analyses of the negotiation process from four distinct perspectives: negotiators' cognition and emotion, social processes and social inferences, communication processes, and complex negotiations, covering trade, peace, environment, and crisis negotiations.

This book examines how exactly effective intercultural communication at work takes place. In order to do so, the authors take a deep dive into understanding the communication process and variation in communication patterns across cultures and individuals. They introduce a model that focuses on four sources of nonverbal communication, discuss existing research on intercultural communication in the workplace, and offer propositions for future research on the indirect, implicit, and nonverbal cues that can stymie cross-cultural communication effectiveness at work.