Negotiating Across Cultures: International Communication in an

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Negotiating Across Cultures: International Communication in an Interdependent World
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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.
Country USA
Brand Brand: United States Institute of Peace
Manufacturer United States Inst of Peace Pr
Binding Paperback
ItemPartNumber 9781878379726
UnitCount 1
EANs 9781878379726
ReleaseDate 0000-00-00

Country	USA
Brand	Brand: United States Institute of Peace
Manufacturer	United States Inst of Peace Pr
Binding	Paperback
ItemPartNumber	9781878379726
UnitCount	1
EANs	9781878379726
ReleaseDate	0000-00-00

Negotiating Across Cultures: International Communication in an Interdependent World

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