Negotiation preparation in a global world : symptoms of success and failure / by Jill E. Rudd and D. Timothy Hughes.

Format:

Book

Author/Creator:

Rudd, Jill E., author.

Contributor:

Hughes, D. Timothy.

ProQuest ebook central.

Montrone Global Communications Collection Fund.

Language:

English

Subjects (All):

Negotiation in business.

Physical Description:

1 online resource (145 pages)

Place of Publication:

New York, NY : Routledge, 2020.

System Details:

text file

Biography/History:

Jill E. Rudd, Ph.D. is currently a Professor of Communication and University Ombudsperson at Cleveland State University, USA. She has published in a number of journals such as, Mediation Quarterly, Human Communication Research, Communication Quarterly, Women's Research in Communication and several previous books on communicating in international business negotiations. Rudd has consulted for more than 100 organizations and businesses in negotiation, strategic planning, dispute resolution and effective communication. She continues to serve onlocal, state and national organizations for her expertise in dispute resolution. D. Timothy Hughes is an attorney in private practice in Ohio, focusing on civil matters representing small businesses and individuals in all types of contracts. He has also been involved in training and consulting for many Fortune 500 companies on supply chain management issues and has served as an arbitrator for construction and environmental conflicts. He has a Bachelor's degree in Business Administration and Economics from Kent State University and a Juris Doctorate from Cleveland-Marshall College of Law.

Contents:

Cover; Half Title; Title Page; Copyright Page; Dedication; Table of Contents; List of Figures; 1. Failures and Negotiation Nightmares; Failure: An Emerging Perspective; An Example Application of Failure Perspective; The Study of International Business Negotiation Failures Through Storytelling; References; 2. The Role of Perception: When I Look Through Your Glasses, Everything is Blurry; Overview; Perspective: Viewing Ourselves and Others in Conversations; How to Combat the Perception Issue in Negotiation; Summary; References

3. Emotions: Sorting Through the Impact of Emotion on the Negotiation ProcessEmotion and its Origins; Emotional Footprints; Emotional Intelligence; Role of Culture and Emotion; Ten Takeaways to Avoid Failure; References; 4. Communication Incompetency, Deficiencies and Miscommunication: I Hear What You Are Saying, Do You Hear How You Sound?; Listening; The Miss in Miscommunication; Violations; Framing Messages; References; 5. The Contract's Role in Chaos Prevention; Introduction; Agency Law: Who has Authority to Commit to What?; How are contracts formed?

What are the Required Elements to Form a Contract?Service Agreements; Definition of a Good Contract; Applicable Laws; Verbal Agreements are for Friends, Family, Fools, and Lovers; The Contract is King; More Verbal Agreement Problems; What is "the Contract?"; Letter Agreements; Negotiation Memoranda; Incorporated by Reference and Made a Part of this Agreement; Key Legal Terms and Conditions That Should be in Every Contract; The Right to Terminate the Agreement; Breach of Contract; Anticipatory Repudiation of the Contract; Performance and Technical Specifications for Products

Acceptance or Rejection of Products or ServicesThe Perfect Tender Rule for Tangible Goods; The Doctrine of Substantial Performance for Service Agreements; Scope of Work Descriptions in Service Contracts; What Happens When Nonconforming Goods are Tendered for Delivery to the Purchaser?; Written Notice of Breach of Contract; Letters of Credit; US Government Regulations and Laws Affecting International Transactions; Imports to the U.S.; Exports from the U.S.; Intellectual Property Rights; Risk of Loss; Warranties; Contract Administration During the Performance Phase

Contracts Include Actions and WordsSummary; References; 6. Culture: Behavior, Beliefs, and Breakdowns-Why Can't You Just Do It My Way?; Culture and Negotiations; Cultural Dimensions; Cultural Intelligence; The Third Culture; References; 7. Strategies and Other Failed Plans: Exploring Strategy and Tactics from an Intercultural Perspective; Background; Mindfulness; Empathy; Face Honoring; Adaptation; Effectiveness; Conclusion; References; 8. Alternative Dispute Resolution (ADR); Introduction; Why ADR?; Conciliation; Mediation; Arbitration; Mini-Trials and Rent-a-Judge; References

Notes:

Includes bibliographical references and index.

9. OOPS! Opportunity, Outcomes, People, and Success

Electronic reproduction. Ann Arbor, MI Available via World Wide Web.

Description based on online resource; title from digital title page (viewed on December 16, 2019).

Local Notes:

Acquired for the Penn Libraries with assistance from the Montrone Global Communications Collection Fund.

Other Format:

Print version: Rudd, Jill E. Negotiation Preparation in a Global World : Symptoms of Success and Failure

ISBN:

9781351700719

1351700715

9781351700702

1351700707

9781315173399

1315173395

Publisher Number:

99984291537

Access Restriction:

Restricted for use by site license.