Wind of Change: The Future of Cross-Cultural Negotiation

Noam Ebner ()
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Noam Ebner: Creighton University

Chapter 22 in The Palgrave Handbook of Cross-Cultural Business Negotiation, 2019, pp 517-544 from Springer

Abstract: Abstract The past generation is unprecedented in the swift changes that have swept across every aspect of human life. Many of these changes relate to our living in a technologically immersed world. Change has not only affected international business, it has more fundamentally changed people—their actions, feelings, and even their bodies. As people have changed, so too has the way they engage as negotiators. As these changes increase and impact our negotiation behavior, we might reach the point at which we acknowledge that the very act of negotiation has changed. Interconnectedly, change is affecting us at the societal and the cultural levels as well. In light of this book’s focus on culture and negotiation, changes in culture converge with, and contribute to, changes in negotiation. This chapter addresses the topic of change at all these levels and suggests how negotiators can evolve, adapt, and develop to succeed in cross-cultural interactions in a changing world.

Keywords: Attention; Change; Communication; Conflict; Cross-cultural; Empathy; Evolution; Focus; Future; Negotiation; Technology; Trust (search for similar items in EconPapers)
Date: 2019
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-3-030-00277-0_22

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DOI: 10.1007/978-3-030-00277-0_22

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