Negotiating Across Cultures: International Communication in an Interdependent World
- ISBN-10
- 1878379720
- ISBN-13
- 9781878379726
- Category
- Business & Economics
- Pages
- 294
- Language
- English
- Published
- 1997
- Publisher
- US Institute of Peace Press
- Author
- Raymond Cohen
Description
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.
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Other editions
-
- 1991
- 193 pages
- Paperback
- United States Institute of Peace
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