Negotiation preparation in a global world : symptoms of success and failure /: symptoms of success and failure. (2020)

• Record Type: Book
• Further Information: Note: By Jill E. Rudd and D. Timothy Hughes.
• Authors: Rudd, Jill E
• Other Names: Hughes, D. Timothy
• 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
• Publisher Details: New York, NY : Routledge
• Publication Date: 2020
• Copyright Date: 2020
• Extent: 1 online resource (145 pages)
• Subjects: 658.4/052; Negotiation in business; LANGUAGE ARTS & DISCIPLINES -- Communication; Negotiation in business; Electronic books
• Languages: English
• ISBNs: 9781351700719; 1351700715; 9781351700702; 1351700707; 9781351700696; 1351700693; 9781315173399; 1315173395
• Related ISBNs: 1138042811; 9781138042810
• Notes: Note: Includes bibliographical references and index.; Note: Online resource; title from digital title page (viewed on December 16, 2019).
• Access Rights: Legal Deposit; Only available on premises controlled by the deposit library and to one user at any one time; The Legal Deposit Libraries (Non-Print Works) Regulations (UK).
• Access Usage: Restricted: Printing from this resource is governed by The Legal Deposit Libraries (Non-Print Works) Regulations (UK) and UK copyright law currently in force.