Like any other social activity, negotiation exhibits both universal patterns determined by the finite possibilities of its nature and local variations determined by cultural practices. Universalities predominate if one digs deep enough, and peculiarities abound in surface manifestations. This book investigates how deep is deep enough, and how shallow the surface, and attempts to find the meeting line. As more and more individuals meet around the negotiation table, providing conditions for cultural encounters and clashes, this volume examines the actors involved, the role culture plays, and the role of organizations.
Examines the role that culture plays in international negotiation, placing case studies of national negotiation cultures in a theoretical context which also allows for the existence of broader cultures such as an international diplomatic or business "culture." Separate sections, each comprised of four articles, explore the three topics mentioned in the title. Annotation c. Book News, Inc., Portland, OR (booknews.com)