Negotiating Across Cultures: International Communication in an Interdependent World

Cohen, Raymond

ISBN 10: 1878379720 / ISBN 13: 9781878379726

Editore: United States Inst of Peace Pr, 1997

The item shows wear from consistent use, but it remains in good condition and works perfectly. All pages and cover are intact including the dust cover, if applicable . Spine may show signs of wear. Pages may include limited notes and highlighting. May NOT include discs, access code or other supplemental materials. Codice articolo BVV.1878379720.G

Riassunto:

For this substantially revised edition of his 1991 book, Raymond Cohen has added two new chapters, updated previous examples, and added numerous recent ones, especially concerning U.S. trade agreements. Newly added cases include the negotiations over NAFTA, China's most-favored-nation status, the nuclear non-proliferation treaty, and the Okinawa bases. All in all, about 40 percent of the text is new. Cohen explores how cultural factors have affected U.S. dealings with Japan, China, Egypt, India, and Mexico. He demonstrates that there are two quite different models of negotiation: "low context," a predominantly verbal and explicit style typical of individualistic societies such as the United States, and "high context," a style associated with nonverbal and implicit communication more typical of traditionally interdependent societies. He concludes the book with ten specific recommendations for the intercultural negotiator.

Product Description: New

Dati bibliografici

Titolo: Negotiating Across Cultures: International ...
Casa editrice: United States Inst of Peace Pr
Data di pubblicazione: 1997
Legatura: Brossura
Condizione: good