MARC Record from harvard_bibliographic_metadata

LEADER: 02729cam a2200349 a 4500
001 011523521-3
005 20080910164303.0
008 070831s2008 nyua b 001 0 eng
010 $a 2007036155
015 $aGBA859654$2bnb
016 7 $a014596397$2Uk
020 $a9781403984937
020 $a140398493X
035 0 $aocn168720981
040 $aDLC$cDLC$dDLC
050 00 $aHD58.6$b.R46 2008
082 00 $a658.4/052$222
100 1 $aRequejo, William Hernández.
245 10 $aGlobal negotiation :$bthe new rules /$cWilliam Hernández Requejo and John L. Graham.
250 $a1st ed.
260 $aNew York :$bPalgrave Macmillan,$c2008.
300 $a263 p. :$bill. ;$c25 cm.
504 $aIncludes bibliographical references (p. [253]-258) and index.
505 0 $aIntroduction : The new focus on knowledge, communication, and creativity -- Part I. Yes, culture matters : Adam Smith, John Wayne, and the American negotiation style -- What's so different about cultures anyway? -- Culture's influence on management style and business systems -- Cultural differences in negotiation style -- Beyond national culture and other important matters -- Part II. Global negotiation: a creative process : Intelligence gathering -- Designing rich knowledge flows: the confluence of timing, technology, and place -- Vis-à-vis communication -- Continuing innovation after negotiations -- Part III. Country/culture specifics : The Indian negotiation style -- The Mexican negotiation style -- The Chinese negotiation style -- Part IV. Looking to the future : Globalization x negotiation = Innovation².
520 1 $a"American executives make nearly eight million trips overseas for international business each year. In the process, they leave billions of dollars on the negotiation table. In Global Negotiation, William Hernandez Requejo and John L. Graham provide critical tools to help businesspeople take a smart and profitable approach to sensitive negotiations across cultural divides. The authors offer examples from well-known companies such as Toyota, Ford, Intel, AT&T, Rockwell, Boeing, and Wal-Mart, drawing on field research with over 2,000 businesspeople in 21 different cultures. Hernandez Requejo and Graham's combination of practical advice and anecdotes crystallizes in ten key points for overcoming cultural barriers to successful negotiations, laying the groundwork for creative and sustainable commercial relationships around the world."--BOOK JACKET.
650 0 $aNegotiation in business.
650 0 $aCultural awareness.
650 0 $aInternational business enterprises$xManagement.
650 0 $aInternational trade$xSocial aspects.
700 1 $aGraham, John L.
988 $a20080726
906 $0DLC