Negotiating Across Cultures: International Communication in an Interdependent World, Revised Edition

by Raymond Cohen

Overview

Trade friction, disputes over illegal immigration and drug trafficking, conflicts over the sale of nuclear fuel—the headlines are full of difficult international problems. And cultural differences can play an important role in attempts to resolve these issues.

In Negotiating Across Cultures, Raymond Cohen examines the ways cultural factors have affected U.S. dealings with five increasingly significant nations: 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.

Product Details

BN ID:	2940148519546
Publisher:	U.S. Institute of Peace
Publication date:	08/23/2013
Series:	Cross-Cultural Negotiation Series , #1
Sold by:	Barnes & Noble
Format:	eBook
Pages:	320
Sales rank:	913,532
File size:	619 KB

About the Author

Raymond Cohen is professor of international relations at the Hebrew University of Jerusalem and the author of several books. He was a fellow at the United States Institute of Peace in 1988-89 and again in 1996.