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Strategies for effective cross-cultural negotiation: the F.R.A.M.E. approach

Author: Tan, Joo-Seng ; Lim, Elizabeth NKPublisher: McGraw-Hill, 2004.Language: EnglishDescription: 210 p. : Ill./Photos ; 23 cm.ISBN: 0071234780Type of document: BookBibliography/Index: Includes bibliographical references and index
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Item type Current location Collection Call number Status Date due Barcode Item holds
Book Asia Campus
Main Collection
Print HD6952 .T36 2004
(Browse shelf)
900097274
Available 900097274
Total holds: 0

Includes bibliographical references and index

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Foreword Preface Acknowledgments About the Authors Strategies for effective cross-cultural negotiation vii xi Xlll ... xv Chapter 1 Introduction to Negotiation and Culture Introduction What is Negotiation? Understanding the Negotiators' Dilemma: Claiming Value versus Creating Value Value Creation Value Claiming Understanding the Negotiators' Use of BATNA to Enhance Negotiating power Using BATNA to Increase Negotiating power Developing BATNAs Building o n the Foundation of Negotiation Principles What is Culture? Quadrant 1: Hofstede's Four Cultural Dimensions Quadrant 2: Confucian Dynamism - Long- term/Short- term Orientation Quadrant 3: Temporal Orientation - Monochronic versus Polychronic Quadrant 4: High-context/Low-context Communication Understanding the Influence of Culture o n Negotiation Concept of Cultural Distance Concluding Summary Summary Checklist Chapter 2 Negotiating with the Chinese Why China! The Importance of Understanding Chinese Cultural Values Key Chinese Cultural Values Section Summary I Case Study of ATandT in China Section Summary I1 Lessons Learnt from the ATandT Negotiation Process Section Summary 111 Post ATandT-China Negotiations Research o n Negotiation in China Concluding Summary Summary Checklist Chapter 3 Negotiating with the Japanese Why Japan? The Importance of Understanding Japanese Cultural Values Key Japanese Cultural Values Section Summary I Case Study of General Motors (GM) and Toyota Section Summary I1 Lessons Learnt from the Toyota-GM Negotiation Process Section Summary I11 Post GM-Toyota Negotiations Research on Negotiation in Japan Concluding Summary Summary Checklist Chapter 4 Negotiating with the Indians Why India? The Importance of Understanding Indian Cultural Values Sources of Diversity and Complexity in Indian Culture Section Summary I Case Study of Enron in India Section Summary I1 Lessons Learnt from the India-Enron Negotiation Process Lessons Learnt from Enron Lessons Learnt from the Indian Government Section Summary I11 Update on Enron's Dhabhol Power Plant Research on Negotiation in India Concluding Summary Summary Checklist Chapter 5: Cross-case Analysis - The F.R.A.M.E. Approach to Strategic Negotiation Synthesis of Cases Importance of Context in Asian Negotiations Cross-cultural Analysis of Negotiation Process: China, Japan, and India F.R.A.M.E. Approach for Effective Cross-cultural Negotiation 160 Concluding Remarks 167 Summary Checklist 167 Chapter 6: The Dos and Don'ts in Negotiations Strategic Negotiation in Asia Guidelines for Strategic Negotiation in China Guidelines for Strategic Negotiation in Japan Guidelines for Strategic Negotiation in India Concluding Remarks Summary Checklist Notes Index 169 169 171 175 179 182 183

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