Negotiation Preparation in a Global World guides the reader through a series of issues to consider in building international and intercultural business negotiation skills.
It takes the approach of examining failed business negotiations to analyze how improved communication might have led to successful outcomes. Each chapter presents theoretical background related to a communication failure and explores alternative strategies to the situation.
This volume is ideal for undergraduate- and graduate-level students studying business, leadership, and organizational development, as well as those new to the global marketplace or interested in learning how to negotiate in the intercultural business arena.
Table of Contents
1. Failures and Negotiation Nightmares
2. The Role of Perception: When I look through your glasses, everything is blurry
3. Emotions: Emotional Garbage: Sorting through the impact of emotion on the negotiation process
4. Communication Incompetency, Deficiencies and Miscommunication: I hear what you are saying, do you hear how you sound?
5. Contracts’ Role in Chaos Prevention
6. Culture: Behavior, Beliefs and Breakdowns—Why can’t you just do it may way?
7. Strategies and Other Failed Plans: Exploring Strategy and Tactics from an Intercultural Perspective
8. Alternative Dispute Resolution (ADR)
9. OOPS: Opportunity, Outcomes, People, and Success
Jill E. Rudd, Ph.D. is currently a Professor of Communication and University Ombudsperson at Cleveland State University, USA. She has published in a number of journals such as, Mediation Quarterly, Human Communication Research, Communication Quarterly, Women's Research in Communication and several previous books on communicating in international business negotiations. Rudd has consulted for more than 100 organizations and businesses in negotiation, strategic planning, dispute resolution and effective communication. She continues to serve on local, state and national organizations for her expertise in dispute resolution.
D. Timothy Hughes is an attorney in private practice in Ohio, focusing on civil matters representing small businesses and individuals in all types of contracts. He has also been involved in training and consulting for many Fortune 500 companies on supply chain management issues and has served as an arbitrator for construction and environmental conflicts. He has a Bachelor’s degree in Business Administration and Economics from Kent State University and a Juris Doctorate from Cleveland-Marshall College of Law.