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Strategies for effective cross-cultural negotiation: The F.R.A.M.E. approach

This book is about strategic negotiation across cultures. It is written for negotiators and students of negotiation who seek to understand the principles and processes of cross-cultural negotiation and develop effective strategies for negotiating in different cultures. This book takes a completely different approach in the analysis of cross-border negotiations by examining the negotiations of US multinational companies in three major economies in Asia: China, Japan and India. Using a case study approach, the book presents an incisive analysis of the successes and failures in cross-cultural negotiations. Further, it provides valuable insights that will deepen negotiators’ understanding of cross-cultural negotiations as well as strengthen negotiators’ capability to deal with major issues in cross-cultural negotiations.

The book is designed to:
1. present the strategies, techniques and dynamics of the negotiation process,
2. elaborate on key cultural values and norms in China, Japan and India,
3. draw key lessons on negotiating strategies in various cultures from detailed case studies,
4. marry cross-cultural research framework and research findings with practitioners’ negotiating experience,
5. present a F.R.A.M.E. approach for cross-cultural analysis of negotiations with the Chinese, Japanese and Indians, and
6. offer practical negotiation tips (the dos and don’ts) for cross-cultural negotiation.

Ketersediaan
2024-3253658.405 Sen sPerpustakaan DiplomasiTersedia
Informasi Detail
Judul Seri
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No. Panggil
658.405 Sen s
Penerbit
Singapore : McGraw-Hill.,
Deskripsi Fisik
xvi, 210 pages : illustrations (black and white) ; 23 cm
Bahasa
English
ISBN/ISSN
007-123478-0
Klasifikasi
658.405
Tipe Isi
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Tipe Media
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Tipe Pembawa
-
Edisi
-
Subjek
Negotiation
Cross-cultural
Info Detail Spesifik
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Pernyataan Tanggungjawab
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Tidak tersedia versi lain

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