Authors.

PART I: THE ESSENTIALS OF GLOBAL & MULTICULTURAL NEGOTIATION.

Chapter 1: Introduction to Culture and Negotiation.

Chapter 2: The Wheel of Culture.

Chapter 3: Strategies for Global Intercultural Interactions.

Chapter 4: Cross-cutting Issues in Negotiation.

PART II: A STEP-BY-STEP GUIDE TO INTERCULTURAL NEGOTIATIONS.

Chapter 5: The Preparation Stage.

Chapter 6: Beginning Negotiations.

Chapter 7: Issue Identification.

Chapter 8: Cultural Patterns in Information Exchange.

Chapter 9: Problem-solving and Option Generation.

Chapter 10: Influence and Persuation Strategies.

Chapter 11: Assessing Options.

Chapter 12: Reaching Closure.

Chapter 13: Implementation.

PART III: ASSISTED NEGOTIATIONS & THIRD PARTY ROLES.

Chapter 14: Assisted Negotiations.

Chapter 15: Facilitation and Mediation.

References.

Name Index.

Subject Index.