Handbook of Global and Multicultural Negotiation provides advice and strategies for effective cross-cultural negotiations. Written from a multicultural perspective, this guidebook explores cross-cultural communication for problem solving and negotiations. This resource includes real-life stories and examples compiled from over thirty years of domestic and global experience from both authors, including Chris Moore, a well-known international negotiator and best selling author. This step-by-step guide to negotiation provides practical recommendations, advice, and globally proven strategies to promote coordination and agreement making for mediators, facilitators, business professionals, and lawyers.
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
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.