THE INFLUENCE OF CULTURE ON NEGOTIATION

Michael Benoliel, Geetanjali Mukherjee and Jose Yong

Chapter 8 in Negotiate, Persuade and Create Great Deals, 2020, pp 121-137 from World Scientific Publishing Co. Pte. Ltd.

Abstract: The structure of the current global economy has made national economies more interconnected and interdependent on each other. The current trend of the rapid rise of the Chinese and Indian economies will continue in the future. It is estimated that by 2025, China will be the world’s largest economic power and in 20 years, the combined three Asian economies of China, India, and Japan will dominant the global economy. Such economic developments introduce a new challenge of negotiating in different cultural contexts…

Keywords: Negotiation; Influence; Persuasion; Master Negotiators; Deal-making; Anchoring; Negotiator's Decision Biases; BATNA; Interests in Negotiation; Building Negotiation Capabilities; Preparation; Power in Negotiation; Neuroscience of Negotiation; Human Evolution and Negotiation; Cultural Negotiation; Global Negotiation; Claiming Value; Creating Value; Negotiation Styles; Detecting Deception in Negotiation; Relationship and Trust Building; Negotiation for Success; Negotiation Principles; Negotiation Strategies; Negotiation Hacks; Negotiation and Dispute Resolution; Negotiation Crisis; Negotiation Diplomacy; Negotiation Essentials; Negotiation for Dummies; Negotiation Experts; International Negotiation; Essentials of Negotiation; Power of Negotiation; Negotiating Without Power; Negotiation for Executives; Negotiation Real Estate; Negotiation Skills; Negotiation Styles; Negotiation Theory and Strategy; The Art of Negotiation (search for similar items in EconPapers)
JEL-codes: D23 F51 L26 M1 (search for similar items in EconPapers)
Date: 2020
References: Add references at CitEc
Citations:

Downloads: (external link)
https://www.worldscientific.com/doi/pdf/10.1142/9789811225420_0008 (application/pdf)
https://www.worldscientific.com/doi/abs/10.1142/9789811225420_0008 (text/html)
Ebook Access is available upon purchase.

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:wsi:wschap:9789811225420_0008

Ordering information: This item can be ordered from

Access Statistics for this chapter

More chapters in World Scientific Book Chapters from World Scientific Publishing Co. Pte. Ltd.
Bibliographic data for series maintained by Tai Tone Lim ().