Handbook of Global and Multicultural Negotiation
February 2010, Jossey-Bass
Praise for Handbook of Global and Multicultural Negotiation
"In today's globalized world, few competencies are as essential as the ability to negotiate across cultures. In this insightful and practical book, Chris Moore and Peter Woodrow draw on their extensive global experience to help us understand the intricacies of seeking to reach intercultural agreements and show us how to get to a wise yes. I recommend it highly!"
coauthor, Getting to Yes, and author, The Power of a Positive No
"Rich in the experience of the authors and the lessons they share, we learn that culture is more than our clothing, rituals, and food. It is the way we arrange time, space, language, manners, and meaning. This book teaches us to understand our own culture so we are open to the other and gives us practical strategies to coordinate our cultural approaches to negotiations and reach sustainable agreements."
compliance advisor/ombudsman of the World Bank Group and former ambassador of Papua New Guinea to the United States of America and Mexico
"In a globalized multicultural world, everyone from the president of the United States to the leaders of the Taliban, from the CEO of Mittal Steel to the steelworkers in South Africa, needs to read this book. Chris Moore and Peter Woodrow have used their global experience and invented the definitive tool for communication in the twenty-first century!"
founder and executive director, ACCORD, South Africa
"Filled with practical advice and informed by sound research, the Handbook of Global and Multicultural Negotiation brings into one location an extraordinary and comprehensive set of resources for navigating conflict and negotiation in our multicultural world. More important, the authors speak from decades of experience, providing the best book on the topic to datea gift to scholars and practitioners alike."
John Paul Lederach
Professor of International Peacebuilding, Kroc Institute, University of Notre Dame
PART I: THE ESSENTIALS OF GLOBAL & MULTICULTURAL NEGOTIATION.
Chapter 1: Introduction to Culture and Negotiation.
Chapter 2: The Wheel of Culture.
Chapter 3: Strategies for Global Intercultural Interactions.
Chapter 4: Cross-cutting Issues in Negotiation.
PART II: A STEP-BY-STEP GUIDE TO INTERCULTURAL NEGOTIATIONS.
Chapter 5: The Preparation Stage.
Chapter 6: Beginning Negotiations.
Chapter 7: Issue Identification.
Chapter 8: Cultural Patterns in Information Exchange.
Chapter 9: Problem-solving and Option Generation.
Chapter 10: Influence and Persuation Strategies.
Chapter 11: Assessing Options.
Chapter 12: Reaching Closure.
Chapter 13: Implementation.
PART III: ASSISTED NEGOTIATIONS & THIRD PARTY ROLES.
Chapter 14: Assisted Negotiations.
Chapter 15: Facilitation and Mediation.
Christopher W. Moore is a partner of CDR Associates, an international collaborative decision-making, conflict management, and dispute-resolution systems design firm based in Boulder, Colorado. He has participated in many successful international negotiations and multiparty decision-making initiatives, and served as a mediator and conflict management consultant for over thirty years. He is the author of the book The Mediation Process from Jossey-Bass and numerous journal articles and monographs.
Peter J. Woodrow is the codirector of the Reflecting on Peace Practice Project at CDA Collaborative Learning Projects, based in Cambridge, Massachusetts, and a partner of CDR Associates. He is an experienced multicultural mediator, facilitator, trainer, and consultant and is skilled in negotiation, collaborative problem solving, team building, dispute systems design, and conflict intervention. Woodrow is the coauthor of several books, numerous monographs, and articles.