Communicating in Global Business Negotiations: A Geocentric Approach

Abstract

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