Negotiating Across Cultures: Un Peacekeeping in Action, 1992-94

by Raymond Cohen

Book Overview

For this substantially revised edition of his 1991 book, Raymond Cohen has added two new chapters, updated previous examples, and added numerous recent ones, especially concerning U.S. trade... This description may be from another edition of this product.

• Format: Paperback
• Language: English
• ISBN: 1878379720
• ISBN13: 9781878379726
• Release Date: January 1997
• Publisher: United States Institute of Peace Press
• Length: 320 Pages
• Weight: 1.10 lbs.
• Dimensions: 0.7" x 6.1" x 9.0"

Customer Reviews

Very Helpful Reference for People with International Contacts

Professor Raymond Cohen has produced a well written and researched book on the protocols of negotiations in an international scenario. Different cultures have different approaches to negotiation and settling issues of mutual benefit or concern. While the book describes some high level negotiation examples between countries, it is also very useful for explaining various cultural norms and modalities. The author looks at words, gestures, the use of silence and approaches. Having worked in various international settings myself, I found the book extremely useful for insight into how to sit down with people from various cultures and talk through a variety of issues such as complaints, getting cooperation and negotiating agreements without giving offence and securing mutual trust and agreement. The book looks at the various issues relating to negotiation with example case studies and commentary on these examples. In summary, a very useful book for anyone who is involved with international affairs, works overseas or may have dealings with colleagues, or business contacts internationally. The book is well written, easily read and well researched and referenced. Well done, Professor Cohen!