e-Negotiations : networking and cross-cultural business transactions / Nicholas Harkiolakis with and Daphne Halkias and Sam Abadir.

Format:

Book

Author/Creator:

Harkiolakis, Nicholas.

Contributor:

Halkias, Daphne.

Abadir, Sameh.

Language:

English

Subjects (All):

Negotiation in business.

Intercultural communication.

Social networks.

Electronic commerce.

Physical Description:

1 online resource (245 p.)

Edition:

1st ed.

Place of Publication:

Burlington, Vt. : Gower, c2012.

Language Note:

English

Summary:

In recent years, globalization, the telecommunications boom and the ever increasing need for today's professionals to conduct cross-cultural business transactions has led to a new way of negotiating, bargaining, and resolving disputes. Here, Dr Harkiolakis and his colleagues compare and contrast e-negotiation as it is in the 21st century with traditional face-to-face negotiation. Informative case studies illustrate how cross-cultural negotiations can be managed through modern channels of social influence and information-sharing and shed light on the critical social, cognitive and behavioural r

Contents:

Cover; Contents; List of Figures; About the Authors; Preface; Foreword; 1 Introduction; 1.1 The Negotiations Framework; 1.2 The Negotiator; 1.3 About this Book; 1.4 What this Book Isn't; 2 Technology in Brief; 2.1 Computers and Networks; 2.2 Internet and Web; 2.3 Databases; 2.4 Web 2 and Beyond; 3 Intelligence; 3.1 Online Intelligence; 3.2 Evaluating and Using Results; 4 Perception; 4.1 Theoretical Framework; 4.2 Inherited and Developmental Traits; 4.3 Culture; 4.4 e-Negotiation Specifics; 5 Strategy; 5.1 The Negotiation Environment; 5.2 Problem-solving and Decision-making Styles

5.3 Power Schemes5.4 Strategic Process and Guidelines; 5.5 Formal Methods of Decision Analysis; 5.6 Concluding Remarks; 6 Communication; 6.1 Communication Tools; 6.2 Communication Modes; 6.3 Communication Issues; 6.4 Main Communication Mediums for E-negotiations; 6.5 Final Note; 7 Deal or No Deal; 7.1 Negotiation Framework; 7.2 Negotiation Factors; 7.3 Closing the Deal; 7.4 Walking Away from the Deal; 7.5 The "Afterlife" Phase; 8 Special Topics; 8.1 Negotiation Support Systems (NSS); 8.2 Automated Negotiations; 8.3 Online Dispute Resolution (ODR); 8.4 E-diplomacy; 8.5 E-ethics

9 Present and Future Trends9.1 Technology Innovations; 9.2 Beyond Globalization; 9.3 Reputation Management; 9.4 Keeping "Fit"; 9.5 Quality of Life; 9.6 Conclusions; Bibliography; Index

Notes:

Description based upon print version of record.

Includes bibliographical references and index.

Description based on metadata supplied by the publisher and other sources.

ISBN:

1-315-57952-9

1-317-14377-9

1-317-14376-0

1-283-57236-2

9786613884817

1-4094-0197-9

9781315579528

OCLC:

809044625