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OverviewGlobal 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. Full Product DetailsAuthor: Mohammad Ayub Khan , Noam EbnerPublisher: Springer Nature Switzerland AG Imprint: Springer Nature Switzerland AG Edition: 1st ed. 2019 Weight: 1.051kg ISBN: 9783030002763ISBN 10: 3030002764 Pages: 564 Publication Date: 24 January 2019 Audience: Professional and scholarly , Professional & Vocational Format: Hardback Publisher's Status: Active Availability: Manufactured on demand  We will order this item for you from a manufactured on demand supplier. Table of ContentsTable 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, USAReviewsThis 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) Author InformationMohammad 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. Tab Content 6Author Website:Countries AvailableAll regions |
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