Negotiating across cultures
communication obstacles in international diplomacy
by Cohen, Raymond
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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.
In this revised edition, as in the first, 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 negotiation.
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| Edition | Availability |
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1
Negotiating across cultures: international communication in an interdependent world
1997, United States Institute of Peace Press
in English
- Rev. ed.
1878379720 9781878379726
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2
Negotiating across cultures: communication obstacles in international diplomacy
1995, United States Institute of Peace
in English
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3
Negotiating across cultures: communication obstacles in international diplomacy
1991, United States Institute of Peace
in English
1878379089 9781878379085
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Includes bibliographical references (p. 179-186) and index.
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| July 13, 2024 | Edited by MARC Bot | import existing book |
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