Cross-Cultural Negotiations (Paperback)

In its basic form, negotiation is a method of conflict resolution (5:7). It is a problem-solving process in which two or more parties attempt to resolve their disagreement or conflict in a manner, and through a process, that is mutually agreeable (8: xiii). Whereas the general concept of negotiation is easy enough to understand, in practice it can be an extremely difficult proposition. Opposing views about what is right and wrong, disagreement on what is fair and equitable, understanding each other's message and form of communication, and even the procedures that will be used to conduct negotiations are but a few of the hurdles that negotiators will encounter.