Handbook of global and multicultural negotiation

The Handbook of Global and Multicultural Negotiation provides in-depth adviceand strategies for effective cross-cultural negotiations, and is based on over thirty years of practical negotiation and conflict resolution experience, conducted domestically and abroad, by both authors. Written from a multiculturalperspective, this handbook will be of practical use to a wide range of negotiation practitioners working in diverse fields for a wide range of people who must negotiate across cultural differences. This handbook focuses on cross-cultural communication, problem solving and negotiations, and how people from diverse cultures relate to each other in different ways that may hinder effective problem solving, negotiations or dispute resolution. It is also about how culturally sensitive problem solvers can gain insights, knowledge, and skills thatcan change the dynamics of intercultural interactions, build more satisfactory relationships, and reach agreements that result in greater individual and joint benefits. Early chapters will lay the groundwork and background on both culture, negotiation, and their interaction. The meat of the book examines in detail a step-by-step guide to negotiation, exploring various phases of the negotiation process beginning talks, gaining an understanding of issues and interests, generating options and reaching agreements and common strategies that areused by members of diverse cultures. Chapters will contain practical recommendations, advice, and strategies that can be used by cross-cultural negotiatorsand other third parties to promote coordination and agreement making. Storiesand examples from a variety of multicultural negotiations will be sprinkled throughout.Christopher W. Moore is a Partner of CDR Associates an international collaborative decision making, conflict management and dispute resolution system design firm based in Boulder, Colorado. He has worked in the fields of international negotiation, multi-party decision-making and conflict management for over twenty-five years. He is an internationally known mediator, facilitator, disputesystems designer, trainer, and author in the field of conflict management. Heis the author of The Mediation Process: Practical Strategies for Resolving Conflict (Jossey-Bass Publishers, 2003 3rd Edition.), and numerous other journalarticles and manuscripts on international, ethnic, natural resource and waterconflict management. Peter J. Woodrow is the Co-Director of the Reflecting onPeace Practice Project at the CDA Collaborative Learning Projects, in Cambridge, Massachusetts. He is also on leave as a Partner of CDR Associates in. Woodrow is an experienced mediator, facilitator, trainer, and consultant. Woodrow is skilled in negotiation, collaborative problem solving, team building, dispute systems design and conflict intervention. He has mediated and facilitated multiparty environmental, organizational, and public policy disputes and has also developed and implemented international programs in consensus building, problem solving and decision making in Asia, Africa, and Eastern Europe. He is the co-author of several books, numerous monographs, and articles about negotiation, dispute resolution, and peace building.

• ISBN: 978-0-470-44095-7
• Editorial: John Wiley & Sons
• Encuadernacion: Cartoné
• Páginas: 512
• Fecha Publicación: 16/03/2010
• Nº Volúmenes: 1
• Idioma: Inglés