Palgrave Handbook of Cross-Cultural Business Negotiation

Mohammad Ayub Khan is Professor of International Business at Tecnológico de Monterrey, Mexico.  Noam Ebner is a Professor of Negotiation and Conflict Resolution in the Department of Interdisciplinary Studies, Creighton University, USA.

“This book is a must-read for negotiation practitioners and academics in the field of negotiation, cross-cultural interaction, international business, and international relations. … this volume offers both theoretical and practical guidelines for negotiation instructors or scholars, teachers, and students with an interest in the fields of negotiation, cross-cultural negotiation, and cross-cultural management. Moreover, this volume provides managers with applied strategies for negotiating effectively with the counterpart in the global context.” (Renzhong Peng and Chongguang Zhu, International Journal of Communication, Vol. 14, 2020)

• Part I Negotiation Across Cultures: Establishing the Context.- 1. Global Business Negotiation Intelligence: The Need and Importance.- Part II Negotiation Across Cultures: Theoretical Understanding. -2. Understanding the Scope and Importance of Negotiation.- 3. Negotiating for Strategic Alliances.- 4. Transcendental Negotiations: Creating Value with Transgenerational Negotiations.- 5. Negotiating with Information and Communication Technology in a Cross-Cultural World.- 6. Global Cultural Systems, Communication, and Negotiation.- Part III Negotiation Across Cultures: Country Analysis.- 7. Negotiating with Managers from Britain.- 8. Negotiating with Managers from Mexico.- 9. Negotiating with Managers from France.- 10. Negotiating with Managers from Israel.- 11. Negotiating with Managers from Iran.- 12. Negotiating with Managers from Pakistan.- 13.Negotiating with Managers from Germany.- 14. Negotiating with Managers from Turkey.- 15. Negotiating with Managers from Spain.- 16. Negotiating with Managers from Singapore.- 17. Negotiating with Managers from Russia.- Part IV Negotiation Across Cultures: Multinational Analysis.- 18. Negotiating with Managers in a Multicultural Context: The Unique Case of Dubai.- 19. Expatriate Managers as Negotiators: A Comparative Study on Australians in China and French in Brazil.- 20. The Australian Style of Negotiating with Managers from China.- 21. Negotiating with Managers from South Asia: India, Sri Lanka, and Bangladesh.- Part V Negotiation Across Cultures: Future Directions.- 22. Wind of Change: The Future of Cross-Cultural Negotiation.