Negotiating Across Cultures
Raymond Cohen
In this revised edition, as in the first, Cohen explores how cultural factors have affected U.S. dealings with Japan, China, Egypt, India, and Mexico. He demonstrates that there are two quite different models of negotiation: "low context." a predominantly verbal and explicit style typical of individualistic societies such as the United States, and "high context," a style associated with nonverbal and implicit communication more typical of traditionally interdependent societies.
Year:
1997
Publisher:
US Institute of Peace Press
Language:
english
Pages:
268
ISBN 10:
1878379720
ISBN 13:
9781878379726
File:
PDF, 12.49 MB
IPFS:
,
english, 1997
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