Communicating in Global Business Negotiations

A Geocentric Approach

Jill E. Rudd, Diana R. Lawson

• Publisher: SAGE Publications, Inc
• Year: 2007
• ISBN:
  9781452215426
• Edition: 1
• Topic: Languages & Linguistics
• Subtopic: Communication Studies
• Index: Languages & Linguistics

"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.

Table of contents

• Cover
• Table of Contents
• Preface
• 1 - Introductionand Overview
• 2 - A GeocentricPerspective
• 3 - A Geocentric Negotiation Process
• 4 - Influence of Cultural Goals and Values
• 5 - Communication Profile
• 6 - The Role of Intercultural Communication Competency in Global Business Negotiations
• 7 - The International Business Context
• 8 - Alternative Dispute Resolution
• 9 - A Practitioner Perspective
• 10 - Conclusion
• Index
• About the Authors