Culture and Negotiation

Author: Guy Oliver Folliard
Publisher:
Publish Date: 2001-05-01
Features: This book discusses how culture influences negotiation (primarily international negotiation). The first part introduces the nature and scope of the impact of culture on negotiation. The second part is the focus of the book, including numerous case studies and analyses of international disputes over water resources. Each case raises the following key questions: What cultural elements led to different negotiation outcomes? How does culture play a role in negotiation? What specific examples illustrate how culture affects disputes and their resolution? The third part discusses the insights that negotiators and decision-makers can gain from these examples and new directions for future research. This book has been rated five stars on "Amazon Reviews," the highest accolade for a social science book. The book has generated widespread interest because it focuses on rivers and their use rights. Water issues, whether economic, political, or environmental, are important negotiation topics for the next decade. The comprehensive elaboration in Culture and Negotiation gives readers the opportunity to see rare firsthand materials that have rarely been published. It enriches readers' knowledge and enhances negotiators' skills. Through the unique role culture can play in either creating unexpected opportunities for resolving disputes or presenting obstacles to reaching agreements, the book highlights the special impact of culture on negotiation. This book holds significant reference value for Chinese readers as some of its conclusions apply to various types of negotiation, particularly those involving business with foreigners, joint ventures, and various social relationships. It can guide Chinese readers on how to leverage the unique cultural factors of different countries and ethnic groups to achieve their desired negotiation goals. The target readers of this book include researchers working in international relations and social sciences, scholars and practitioners who are particularly concerned with international conflicts arising from water resource disputes. The book is also of great reference value for individuals working in international relations in the private sector and government departments, as well as scholars and researchers interested in culture or the theory and practice of negotiation and dispute resolution.