Communicating in Global Business Negotiations

A Geocentric Approach
1. Auflage 2007
ISBN: 978-1-4129-1658-5
Verlag: Sage Publications, Inc

Buch, Englisch, 288 Seiten, Format (B × H): 152 mm x 229 mm, Gewicht: 424 g

"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.

Autoren/Hrsg.

Rudd, Jill E.

Lawson, Diana R.

Fachgebiete

• Wirtschaftswissenschaften Betriebswirtschaft Unternehmenskommunikation
• Wirtschaftswissenschaften Betriebswirtschaft Management Internationales Management
• Sozialwissenschaften Soziologie | Soziale Arbeit Spezielle Soziologie Kultursoziologie
• Wirtschaftswissenschaften Betriebswirtschaft Unternehmensorganisation, Corporate Responsibility Multinationale Unternehmen
• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Außenhandel

Inhaltsverzeichnis

Preface
1. Introduction and Overview
The Dynamic Nature of the Global Environment
The Need for an Integrated Geocentric Approach
Centricity and the Geocentric Approach
An Interdisciplinary Examination
An Integrative Framework
Structure of the Book
Discussion Questions
References
2. A Geocentric Perspective
Country Classification
Impact on International Negotiation
Foreign Direct Investment
Growth of Developing Economies
Small- and Medium-Size Firms
Technology
The Big Picture
Discussion Questions
Notes
References
3. A Geocentric Negotiation Process
A Geocentric Approach to Negotiation
Negotiation Process Stage
Agreement
Conclusion and Development of a New Dynamic
Guidelines for Global Negotiation Success
Discussion Questions
References
4. Influence of Cultural Goals and Values
Importance of Culture
Culture and Business
Are Generalizations Enough?
Intercultural Challenges and Issues
Guidelines for Global Negotiation Success
Discussion Questions
References
5. Communication Profile: Characteristics, Behaviors, and Skills
Our Perspective
An Integrative Communication Approach for International Business Negotiations
Argumentativeness
Verbal Aggressiveness
Intercultural Communication Apprehension
Self-Monitoring
Conclusion
Guidelines to Global Negotiation Success
Discussion Questions
References
6. The Role of Intercultural Communication Competency in Global Business Negotiations
Overview of Intercultural Communication Competency
Conclusion
Guidelines for Global Negotiation Success
Discussion Questions
References
7. The International Business Context
Economic Integration
European Union
The Americas
Impact of Economic Integration on Business
Important Issues for Negotiators
Conclusion
Guidelines for Global Negotiation Success
Discussion Questions
Notes
References
8. Alternative Dispute Resolution
Renegotiating
Alternative Dispute Resolution Option
Mediation in International Commerce Disputes
Conclusion
Guidelines for Global Negotiation Success
Discussion Questions
References
9. A Practitioner Perspective
The Interview Framework
Success Factors: Summary of the Practitioners’ Perspectives
Conclusion
Guidelines for Global Negotiation Success
Discussion Questions
10. Conclusion

Über Autor(innen)

Rudd, Jill E.
Jill Rudd (Ph.D., M.A. & B.B.A., Kent State University) teaches graduate and undergraduate courses in: interpersonal theory; mediation and collaboration decision-making; negotiation; communication & marketing; leadership; persuasion; intercultural communication. In addition to her teaching, Rudd professional experience includes conducting group research and negotiation facilitation workshops for companies such as Chrysler Corporation, Duquesne Light Company, Furon Corporation, Ohio Department of Development, Education 2000, and the Dayton Performing Arts. She was the Associate Editor of Communication Monographs (1998-2001) and is on the editorial boards of Communication Research Reports and The Communication Teacher. Her research has appeared in the following journals: Quarterly Journal of Speech; Communication Research Reports, Mediation Quarterly; Women’s Studies in Communication; Communication Quarterly; Communication Monographs

Lawson, Diana R.
Diana Lawson (Ph.D., M.B.A, M.A., Kent State University; B.S., State University of New York College of Cortland) holds a chair in international business at Saginaw Valley State and has taught at the University of Maine Business School, Harvard University (Department of Economics), University of Angers (France), Istanbul Chamber of Commerce (Turkey), and Kent State. Her research has been published in the following journals: Journal of Teaching International Business; International Business Review; Journal of Marketing Education; Journal of Business Research; Journal of Euromarketing.