Synopses & Reviews
Praise for Handbook of Global and Multicultural Negotiation
"In today's globalized world, few competencies are as essential as the ability to negotiate across cultures. In this insightful and practical book, Chris Moore and Peter Woodrow draw on their extensive global experience to help us understand the intricacies of seeking to reach intercultural agreements and show us how to get to a wise yes. I recommend it highly!"
William Ury
coauthor, Getting to Yes, and author, The Power of a Positive No
"Rich in the experience of the authors and the lessons they share, we learn that culture is more than our clothing, rituals, and food. It is the way we arrange time, space, language, manners, and meaning. This book teaches us to understand our own culture so we are open to the other and gives us practical strategies to coordinate our cultural approaches to negotiations and reach sustainable agreements."
Meg Taylor
compliance advisor/ombudsman of the World Bank Group and former ambassador of Papua New Guinea to the United States of America and Mexico
"In a globalized multicultural world, everyone from the president of the United States to the leaders of the Taliban, from the CEO of Mittal Steel to the steelworkers in South Africa, needs to read this book. Chris Moore and Peter Woodrow have used their global experience and invented the definitive tool for communication in the twenty-first century!"
Vasu Gounden
founder and executive director, ACCORD, South Africa
"Filled with practical advice and informed by sound research, the Handbook of Global and Multicultural Negotiation brings into one location an extraordinary and comprehensive set of resources for navigating conflict and negotiation in our multicultural world. More important, the authors speak from decades of experience, providing the best book on the topic to datea gift to scholars and practitioners alike."
John Paul Lederach
Professor of International Peacebuilding, Kroc Institute, University of Notre Dame
Synopsis
Handbook of
Global and Multicultural Negotiation
The Handbook of Global and Multicultural Negotiation is a comprehensive resource that offers a wealth of in-depth advice and proven strategies for conducting effective cross-cultural negotiations. Written for people who must negotiate agreements with people from different cultural backgrounds, the book is based on extensive research and the direct experiences of Christopher W. Moore and Peter J. Woodrowtwo experts on international negotiation and conflict resolution who have worked in more than sixty countries and with multiple local cultures around the world.
Throughout the book, the authors focus on cross-cultural communication, problem solving, and negotiations. To begin, Moore and Woodrow reveal how people from diverse cultures relate to one another in ways that may hinder effective problem solving, negotiations, or dispute resolution. Next, the authors lay the groundwork for understanding both culture and negotiation and how they interact. The book goes on to provide a detailed process guide for negotiations across cultures and presents strategies for the various phases of the negotiation process. The authors describe how to approach the beginning stage of talks, gain an understanding of issues and interests, generate options, and ultimately reach and implement sustainable agreementsall through a cultural lens. Along the way, they also describe common strategies used by members of diverse cultures and how to respond to them. In addition, this important book is filled with illustrative stories and examples from a variety of multicultural business, diplomatic, development, employment, and interpersonal negotiations.
Step-by-step, the authors show how to become a culturally sensitive problem solver by gaining insights, knowledge, and skills that can transform the dynamics of intercultural interactions, build better relationships, and reach agreements with greater benefits for all concerned.
About the Author
The Authors
Christopher W. Moore is a partner of CDR Associates, an international collaborative decision-making, conflict management, and dispute-resolution systems design firm based in Boulder, Colorado. He has participated in many successful international negotiations and multiparty decision-making initiatives, and served as a mediator and conflict management consultant for over thirty years. He is the author of the book The Mediation Process from Jossey-Bass and numerous journal articles and monographs.
Peter J. Woodrow is the codirector of the Reflecting on Peace Practice Project at CDA Collaborative Learning Projects, based in Cambridge, Massachusetts, and a partner of CDR Associates. He is an experienced multicultural mediator, facilitator, trainer, and consultant and is skilled in negotiation, collaborative problem solving, team building, dispute systems design, and conflict intervention. Woodrow is the coauthor of several books, numerous monographs, and articles.
Table of Contents
Figures, Tables, and Exhibit vii
Preface ix
PART ONE: THE ESSENTIALS OF GLOBAL AND MULTICULTURAL NEGOTIATION 1
1 Introduction to Culture and Negotiation: The Context of Global and Multicultural Negotiations 3
2 The Wheel of Culture 21
3 Strategies for Global Intercultural Interactions 61
4 Cross-Cutting Issues in Negotiation 77
PART TWO: A STEP-BY-STEP GUIDE TO INTERCULTURAL NEGOTIATIONS 127
5 The Preparation Stage 129
6 Beginning Negotiations 149
7 Identifying and Exploring Issues 185
8 Cultural Patterns in Information Exchange 221
9 Problem Solving and Option Generation 247
10 Influence and Persuasion Strategies 283
11 Assessing Options 327
12 Reaching Closure and Developing Agreements 347
13 Implementing Agreements 367
PART THREE: ASSISTED NEGOTIATIONS AND THIRD-PARTY ROLES 387
14 Assisted Negotiations 389
15 Facilitation and Mediation 407
References 435
The Authors 449
Name Index 451
Subject Index 457