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Communicating in Global Business Negotiations
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Communicating in Global Business Negotiations
A Geocentric Approach



March 2007 | 288 pages | SAGE Publications, Inc

"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.


 
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

"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

James A. Cox

"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

Johnson Thomas

no teaching resources available
not good as text book for teaching

Professor Kerstin Bremser
Faculty of Law & Social Science, Pforzheim University of Applied Sci
May 19, 2016

This book is well-structured, reviewing all aspects of international context. It includes the macro-factor impacts in business negotiation, approaches in negotiation process, Meanwhile, it also reviews the influence of cultural diversity, communication and behaviours, Furthermore, this book is design for both researchers and practitioner in international business context.

Dr Chavi Chen
IESEG, School of Management, Catholic University of Lille
February 15, 2011

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ISBN: 9781412916585
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