Negotiating Across Cultures

出版者:United States Inst of Peace Pr

作者:Cohen, Raymond

页数:320

出版时间:1997-12

价格:$ 22.54

装帧:Pap

isbn号码:9781878379726

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 agreements. Newly added cases include the negotiations over NAFTA, China's most-favored-nation status, the nuclear non-proliferation treaty, and the Okinawa bases. All in all, about 40 percent of the text is new.Cohen explores how cultural factors have affected U.S. dealings with 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.

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Low-context西方人与High-context东方人谈判指南

Low-context西方人与High-context东方人谈判指南

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