More about Handbook of Global and Multicultural Negotiation
Throughout the book, the authors focus on cross-cultural communication, problem solving, and negotiations. To begin, Moore and Woodrow reveal how people from diverse cultures relate to each other in ways that may hinder effective problem solving, negotiations, or dispute resolution. Next, the authors lay the groundwork for understanding both culture and negotiation and how they interact. The book goes on to provide a detailed guide for negotiations in diverse cultures and presents strategies for the various phases of the negotiation process. The authors describe how to approach the beginning stage of talks, gain an understanding of issues and interests, generate options and ultimately reach and implement sustainable agreements – all through a cultural lens. Along the way, they also describe common strategies used by members of diverse cultures and how to respond to them. In addition, this important book is filled with illustrative stories and examples from a variety of multicultural business, diplomatic, development, employment and interpersonal negotiations.
Step by step the authors show how to become a culturally sensitive problem solver by gaining insights, knowledge, and skills that can transform the dynamics of intercultural interactions, build better relationships, and reach agreements with greater benefits for all concerned.
Praise for Handbook of Global and Multicultural Negotiation
“In today’s globalized world, few competencies are as essential as the ability to negotiate across cultures. In this insightful and practical book, Chris Moore and Peter Woodrow draw on their extensive global experience to help us understand the intricacies of seeking to reach intercultural agreements and show us how to get to a wise yes. I recommend it highly!”
William Ury, co-author of Getting to Yes and author of The Power of a Positive No
“Rich in the experience of the authors and the lessons they share, we learn that culture is more that our clothing rituals and food. It is the way we arrange time, space, language, manners, and meaning. This book teaches us to understand our own culture so we are open to the other, and gives us practical strategies to coordinate our cultural approaches to negotiations and reach sustainable agreements.”
Meg Taylor, Compliance Advisor /Ombudsman of the World Bank Group and Former Ambassador of Papua New Guinea to the United Sates of America and Mexico.
“In a globalised multicultural world everyone from the President of the United States to the leaders of the Taliban, from the CEO of Mittal Steel to the steelworkers in South Africa, need to read this book. Chris Moore and Peter Woodrow have used their global experience and invented the definitive tool for communication in the twenty first century!”
Vasu Gounden, Founder and Executive Director, ACCORD – South Africa
“Filled with practical advice and informed by sound research the Global Handbook brings into one location an extraordinary and comprehensive set of resources for navigating conflict and negotiation in our multicultural world. More importantly the authors speak from decades of experience providing the best book on the topic to date – a gift to scholars and practitioners alike.”
John Paul Lederach, Professor of International Peacebuilding, Kroc Institute, University of Notre Dame
“This book is very useful for scholars and practitioners to understand potential cultural roots of conflicts, and to help parties with different negotiation styles and approaches to overcome cultural barriers to reaching agreements”.
