Negotiating Across Cultures: International Communication in an Interdependent World (BOK)

Negotiating Across Cultures: International Communication in an Interdependent World (BOK)

Raymond Cohen

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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.

Produktfakta

Språk Engelsk Engelsk Innbinding Heftet
Utgitt 1998 Forfatter Raymond Cohen
Forlag
PLYMBRIDGE DISTRIBUTORS LTD
ISBN 9781878379726
Antall sider 320 Dimensjoner 15,5cm x 23cm x 1,8cm
Vekt 470 gram Leverandør Bertram Trading Ltd
Emner og form International relations, Communication studies, Peace studies & conflict resolution