Dynamics of Successful International Business Negotiations is an invaluable tool for developing new approaches of negotiations from diverse cultural background. It presents an array of cultural variables that influence a negotiator s behaviour and decision making. It discusses factors such as protocol, the role of an individual in a negotiation and shows you how to use these factors to your advantage to predict and interpret the actions of your foreign counterpart. In addition, the book examines the cultural differences of Europe, Asia, Africa ,South America and demonstrates how you can capitalize on these differences during negotiations.

Providing proven negotiating techniques for conducting business in the international arena, this guide offers specific solutions to the challenges facing American businesses involved in world trade.

Provides an understanding about the impact of culture and communication on international business negotiations. This work explores the problems faced by Western managers while doing business abroad and offers guidelines for international business negotiations. It also focuses on an important aspect of international business: negotiations.

Publisher Description

"Communication in Global Business Negotiations: A Geocentric Approach presents college-level business and communications majors with a new approach for studying communication and negotiation in international business, using a geocentric cross-disciplinary framework. Chapters cover intercultural communication, provide students with a view of the world and how to negotiate with others from different cultures, and uses practitioners' perspectives to inject real-world case studies and scenarios into the picture. College-level business collections will find this an essential acquisition." —THE MIDWEST BOOK REVIEW "Authors Jill E. Rudd and Diana R. Lawson uniquely integrate communication and international business perspectives to help readers develop a strong understanding of the elements for negotiating an international setting, as well as the skills needed to adapt to the changing environment." —BUSINESS INDIA Presenting a new method for the study of communication and negotiation in international business, this text provides students with the knowledge to conduct negotiations from a geocentric framework. Authors Jill E. Rudd and Diana R. Lawson integrate communication and international business perspectives to help readers develop a strong understanding of the elements necessary for negotiating in a global setting, as well as the skills needed to adapt to the changing environment. This geocentric orientation is an evolution of global learning resulting in effective worldwide negotiation. Key Features: Offers a cross-disciplinary approach: The fields of communication and business are integrated to provide a macro-orientation to global business negotiation. Devotes a chapter to intercultural communication competency: Scales are included to help students assess their potential to become a successful global business negotiators. Provides students with a view of the world in negotiating with others from different cultures: Up-to-date information about current international business contexts gives insight into the challenges experienced by global business negotiators. Discusses alternative dispute resolution: Because of differences in culture and in political structure from one country to another, a chapter is devoted to this growing area of global business negotiation. Presents practitioners' perspectives: These perspectives illustrate the "real world" of global business negotiation and reinforce the importance of understanding cultural differences. Intended Audience: This is an ideal core text for advanced undergraduate and graduate courses such as Negotiation & Conflict Resolution and International Business & Management in the departments of Communication and Business & Management.

This book provides fundamental strategies every lawyer should know before going into e-commerce based international negotiations, including: -How to build trust in negotiations while using internet communications technologies -Negotiating with governments -Cultural background and overviews of legal systems for specific countries -Substantive laws/regulations which impact negotiations -Special comments on use of internet technology in negotiations -Negotiating across cultures in the digital age -Current issues in negotiating business agreements online -Online alternative dispute resolution

The process of negotiation, standing as it does between war and peace in many parts of the globe, has never been a more vital process to understand than in today's rapidly changing international system. Students of negotiation must first understand key IR concepts as they try to incorporate the dynamics of the many anomalous actors that regularly interact with conventional state agents in the diplomatic arena. This hands-on text provides an essential introduction to this high-stakes realm, exploring the impact of complex multilateralism on traditional negotiation concepts such as bargaining, issue salience, and strategic choice. Using an easy-to-understand board game analogy as a framework for studying negotiation episodes, the authors include a rich array of real-world cases and examples—now updated with the results of the Paris climate change agreement—to illustrate key themes, including the intensity of crisis situations for negotiators, the role of culture in communication, and the impact of domestic-level politics on international negotiations. Providing tools for analyzing why negotiations succeed or fail, this innovative text also presents effective exercises and learning approaches that enable students to understand the complexities of negotiation by engaging in the diplomatic process themselves.