Table of Contents

  • INTRODUCTION:
    • The New Focus on Knowledge, Communication, and Creativity
  • PART I: YES, CULTURE MATTERS
    • Chapter 1. Adam Smith, John Wayne, and the American Negotiation Style
    • Chapter 2. What’s So Different about Cultures Anyway?
    • Chapter 3. Culture’s Influence on Management Style and Business Systems
    • Chapter 4. Cultural Differences in Negotiation Style
    • Chapter 5. Beyond National Culture and Other Important Matters
  • PART II: GLOBAL NEGOTIATION: A CREATIVE PROCESS
    • Chapter 6. Intelligence Gathering
    • Chapter 7. Designing Rich Knowledge Flows: The Confluence of Timing, Technology, and Place
    • Chapter 8. Vis-à-vis Communications
    • Chapter 9. Continuing Innovation after Negotiations
  • PART III: COUNTRY/CULTURE SPECIFICS
    • Chapter 10. Negotiating with the Complex, Imaginative Indian
    • Chapter 11. The Mexican Negotiation Style
    • Chapter 12. The Chinese Negotiation Style
  • PART IV: LOOKING TO THE FUTURE
    • Chapter 13. Globalization x Negotiation = Innovation2
  • Index