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- catalog abstract ""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 agreements." "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. He concludes the book with ten specific recommendations for the intercultural negotiation."--Jacket.".
- catalog contributor b10464981.
- catalog coverage "United States Foreign relations 1945-1989.".
- catalog created "1997.".
- catalog date "1997".
- catalog date "1997.".
- catalog dateCopyrighted "1997.".
- catalog description ""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 agreements." "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. He concludes the book with ten specific recommendations for the intercultural negotiation."--Jacket.".
- catalog description "Includes bibliographical references (p. 249-258) and index.".
- catalog extent "xvi, 268 p. ;".
- catalog identifier "1878379720 (pbk. : acid-free paper)".
- catalog issued "1997".
- catalog issued "1997.".
- catalog language "eng".
- catalog publisher "Washington, D.C. : United States Institute of Peace Press,".
- catalog spatial "United States Foreign relations 1945-1989.".
- catalog subject "327.2/0973 21".
- catalog subject "Diplomacy Cross-cultural studies.".
- catalog subject "International relations.".
- catalog subject "JZ1305 .C64 1997".
- catalog subject "Negotiation Cross-cultural studies.".
- catalog title "Negotiating across cultures : international communication in an interdependent world / Raymond Cohen.".
- catalog type "Cross-cultural studies. fast".
- catalog type "text".