Format:
1 online resource (244 pages)
Edition:
1st ed.
ISBN:
9781409401964
,
9781409401971
Content:
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 role of the negotiator in resolving on line, cross-cultural, conflicts and disputes, and generally in bargaining and negotiation
Note:
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 Schemes -- 5.4 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 Trends -- 9.1 Technology Innovations -- 9.2 Beyond Globalization -- 9.3 Reputation Management -- 9.4 Keeping "Fit" -- 9.5 Quality of Life -- 9.6 Conclusions -- Bibliography -- Index
Additional Edition:
Print version Harkiolakis, Nicholas E-Negotiations Oxford : Taylor & Francis Group,c2012 ISBN 9781409401964
Language:
English
Keywords:
Electronic books
URL:
FULL
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