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Handbook ofGlobal and Multicultural NegotiationThe Handbook of Global and Multicultural Negotiation is a comprehensive resource that offers a wealth of in-depth advice and proven strategies for conducting effective cross-cultural negotiations. Written for people who must negotiate agreements with people from different cultural backgrounds, the book is based on extensive research and the direct experiences of Christopher W. Moore and Peter J. Woodrow--two experts on international negotiation and conflict resolution who have worked in more than sixty countries and with multiple local cultures around the world. Throughout the book, the authors focus on cross-cultural communication, problem solving, and negotiations. To begin, Moore and Woodrow reveal how people from diverse cultures relate to one another in ways that may hinder effective problem solving, negotiations, or dispute resolution. Next, the authors lay the groundwork for understanding both culture and negotiation and how they interact. The book goes on to provide a detailed process guide for negotiations across cultures and presents strategies for the various phases of the negotiation process. The authors describe how to approach the beginning stage of talks, gain an understanding of issues and interests, generate options, and ultimately reach and implement sustainable agreements--all through a cultural lens. Along the way, they also describe common strategies used by members of diverse cultures and how to respond to them. In addition, this important book is filled with illustrative stories and examples from a variety of multicultural business, diplomatic, development, employment, and interpersonal negotiations. Step-by-step, the authors show how to become a culturally sensitive problem solver by gaining insights, knowledge, and skills that can transform the dynamics of intercultural interactions, build better relationships, and reach agreements with greater benefits for all concerned.
List 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
About the author
Christopher W. Moore is a Partner of CDR Associates an international collaborative decision making, conflict management and dispute resolution system design firm based in Boulder, Colorado. He has worked in the fields of international negotiation, multi-party decision-making and conflict management for over twenty-five years. He is an internationally known mediator, facilitator, dispute systems designer, trainer, and author in the field of conflict management. He is the author of
The Mediation Process: Practical Strategies for Resolving Conflict (Jossey-Bass Publishers, 2003 3rd Edition), and numerous other journal articles and manuscripts on international, ethnic, natural resource and water conflict management.
Peter J. Woodrow is the Co-Director of the Reflecting on Peace Practice Project at the CDA Collaborative Learning Projects, in Cambridge, Massachusetts. He is also on leave as a Partner of CDR Associates in. Woodrow is an experienced mediator, facilitator, trainer, and consultant. Woodrow is skilled in negotiation, collaborative problem solving, team building, dispute systems design and conflict intervention. He has mediated and facilitated multiparty environmental, organizational, and public policy disputes and has? also developed and implemented international programs in consensus building, problem solving and decision making in Asia, Africa, and Eastern Europe. He is the co-author of?several books, numerous monographs, and articles about negotiation, dispute resolution, and peace building.
