Negotiating Across Cultures: Un Peacekeeping in Action, 1992-94
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Book Overview
For this substantially revised edition of his 1991 book, Raymond Cohen has added two new chapters, updated previous examples, and added numerous recent ones, especially concerning U.S. trade... This description may be from another edition of this product.
Format:Paperback
Language:English
ISBN:1878379720
ISBN13:9781878379726
Release Date:January 1997
Publisher:United States Institute of Peace Press
Length:320 Pages
Weight:1.07 lbs.
Dimensions:0.7" x 6.1" x 9.0"
Customer Reviews
1 rating
Very Helpful Reference for People with International Contacts
Published by Thriftbooks.com User , 16 years ago
Professor Raymond Cohen has produced a well written and researched book on the protocols of negotiations in an international scenario. Different cultures have different approaches to negotiation and settling issues of mutual benefit or concern. While the book describes some high level negotiation examples between countries, it is also very useful for explaining various cultural norms and modalities. The author looks at words, gestures, the use of silence and approaches. Having worked in various international settings myself, I found the book extremely useful for insight into how to sit down with people from various cultures and talk through a variety of issues such as complaints, getting cooperation and negotiating agreements without giving offence and securing mutual trust and agreement. The book looks at the various issues relating to negotiation with example case studies and commentary on these examples. In summary, a very useful book for anyone who is involved with international affairs, works overseas or may have dealings with colleagues, or business contacts internationally. The book is well written, easily read and well researched and referenced. Well done, Professor Cohen!
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