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Author Hernández-Requejo, William.

Title Global negotiation : the new rules / William Hernández Requejo and John L. Graham
Edition First edition
Published New York : Palgrave Macmillan, 2008
New York, NY : Palgrave Macmillan, 2008


Location Call no. Vol. Availability
 MELB  658.4052 Req/Gnt  AVAILABLE
Description 263 pages : illustrations ; 25 cm
Contents Introduction : The new focus on knowledge, communication, and creativity -- Part I. Yes, culture matters : Adam Smith, John Wayne, and the American negotiation style -- What's so different about cultures anyway? -- Culture's influence on management style and business systems -- Cultural differences in negotiation style -- Beyond national culture and other important matters -- Part II. Global negotiation: a creative process : Intelligence gathering -- Designing rich knowledge flows: the confluence of timing, technology, and place -- Vis-à-vis communication -- Continuing innovation after negotiations -- Part III. Country/culture specifics : The Indian negotiation style -- The Mexican negotiation style -- The Chinese negotiation style -- Part IV. Looking to the future : Globalization x negotiation = Innovation²
Summary "American executives make nearly eight million trips overseas for international business each year. In the process, they leave billions of dollars on the negotiation table. In Global Negotiation, William Hernandez Requejo and John L. Graham provide critical tools to help businesspeople take a smart and profitable approach to sensitive negotiations across cultural divides. The authors offer examples from well-known companies such as Toyota, Ford, Intel, AT & T, Rockwell, Boeing, and Wal-Mart, drawing on field research with over 2,000 businesspeople in 21 different cultures. Hernandez Requejo and Graham's combination of practical advice and anecdotes crystallizes in ten key points for overcoming cultural barriers to successful negotiations, laying the groundwork for creative and sustainable commercial relationships around the world."--Jacket
Bibliography Includes bibliographical references (pages 253-258) and index
Subject Negotiation in business.
Cultural awareness.
International business enterprises -- Management.
International trade -- Social aspects.
Author Graham, John L.
LC no. 2007036155
ISBN 9781403984937