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Negotiating Across Cultures: International Communication in an Interdependent World

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Negotiating Across Cultures: International Communication in an Interdependent World Cover

 

Synopses & Reviews

Publisher Comments:

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.

Synopsis:

In this revised edition, as in the first, Cohen explores how cultural factors, have affected U. S. dealings with Japan, China, Egypt, India, and Mexico. 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.

Product Details

ISBN:
9781878379726
Author:
Cohen, Raymond
Publisher:
United States Institute of Peace Press
Location:
Washington, D.C. :
Subject:
United States Foreign relations 1989-
Subject:
Business-Negotiation
Copyright:
Edition Number:
Rev. ed.
Publication Date:
19971231
Binding:
TRADE PAPER
Language:
English
Illustrations:
Yes

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Related Subjects

Business » Negotiation
History and Social Science » Intercultural Communications » General
History and Social Science » Military » General History
History and Social Science » Politics » United States » Foreign Policy

Negotiating Across Cultures: International Communication in an Interdependent World Used Trade Paper
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Product details pages United States Institute of Peace Press - English 9781878379726 Reviews:
"Synopsis" by , In this revised edition, as in the first, Cohen explores how cultural factors, have affected U. S. dealings with Japan, China, Egypt, India, and Mexico. 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.
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