e-Negotiations - Networking and Cross-Cultural Business Transactions (Paperback)

Practical negotiating skills, including those needed for cross-cultural negotiations have long been taught in classrooms, along with some of the theory that underpins them. Most of this has been based on the notion that negotiation will be interpersonal and face-to-face. In recent years, though, globalization, the telecommunications boom and the ever increasing need for today's professionals to conduct cross-cultural business transactions has led to a new way of negotiating, bargaining, and resolving disputes. In e-Negotiations, Nicholas Harkiolakis and his co-authors highlight the challenge that awaits the young professionals who are today training in business schools. Future dispute resolutions and bargaining will take place between faceless disputants involved in a new kind of social process. Any adolescent with a mobile phone and Internet access knows that most of today's social transactions take place via a hand held or other electronic device. In a world of video conferences, chat rooms, Skype, Facebook, and MySpace, critical financial, business and political decisions are made through interaction between two-dimensional characters on screens. Here, the authors compare and contrast e-negotiation as it currently is with traditional face-to-face negotiation. Case studies illustrate how cross-cultural negotiations can be managed through modern channels of social influence and information-sharing and shed light on the critical social, cognitive and behavioral role of the negotiator in resolving on-line, cross-cultural, conflicts and disputes, and generally in bargaining and negotiation. This book, with its practical exercises, will be of immense help to students and professionals needing to 'practice' with the new negotiating media.

General

Imprint:	Routledge
Country of origin:	United Kingdom
Release date:	May 2017
First published:	2012
Authors:	Nicholas Harkiolakis • Daphne Halkias
Dimensions:	246 x 174mm (L x W)
Format:	Paperback
Pages:	242
ISBN-13:	978-1-138-10872-1
Categories:	Books > Reference & Interdisciplinary > Library & information sciences > General Books > Business & Economics > Economics > General Books > Business & Economics > Business & management > International business Books > Business & Economics > Business & management > E-commerce Books > Reference & Interdisciplinary > Encyclopaedias & reference works > Reference works > General Books > Business & Economics > Business & management > Management of specific areas > Production & quality control management Books > Business & Economics > Business & management > Management of specific areas > Research & development management Books > Business & Economics > Business & management > Sales & marketing > Advertising Books > Business & Economics > Industry & industrial studies > Media, information & communication industries > Information technology industries Promotions
LSN:	1-138-10872-3
Barcode:	9781138108721

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