| 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.
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Cultural awareness.
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International business enterprises -- Management.
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International trade -- Social aspects.
|
| Author |
Graham, John L.
|
| LC no. |
2007036155 |
| ISBN |
9781403984937 |
|
140398493X |
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