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Books > Reference & Interdisciplinary > Library & information sciences
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e-Negotiations - Networking and Cross-Cultural Business Transactions (Paperback)
Loot Price: R1,708
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e-Negotiations - Networking and Cross-Cultural Business Transactions (Paperback)
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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.
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