Negotiating across cultures: (Record no. 18454)

MARC details
000 -LEADER
fixed length control field 01116cam a2200181 4500
020 ## - INTERNATIONAL STANDARD BOOK NUMBER
International Standard Book Number 1878379089 (pbk.)
100 #1 - MAIN ENTRY--PERSONAL NAME
Personal name COHEN Raymond
245 #0 - TITLE STATEMENT
Title Negotiating across cultures:
Remainder of title communication obstacles in international diplomacy
260 ## - PUBLICATION, DISTRIBUTION, ETC.
Place of publication, distribution, etc. Washington, DC:
Name of publisher, distributor, etc. United States Institute of Peace,
Date of publication, distribution, etc. 1991
300 ## - PHYSICAL DESCRIPTION
Extent 193p.
520 #3 - SUMMARY, ETC.
Summary, etc. Examines the ways in which cultural factors have affected the conduct and outcome of US dealings with five increasingly significant nations: Japan, China, Egypt, India and Mexico. The author also presents a theoretical framework for his analysis which offers two different models for negotiation; the first is defined as 'low context' which is a predominantly verbal and explicit style typical of individualistic societies such as the United States; the second is 'high context' which is associated with nonverbal and implicit communication more typical of interdependent societies.
650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name entry element CULTURAL FACTORS
650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name entry element DIPLOMACY
650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name entry element INTERNATIONAL RELATIONS
650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name entry element NEGOTIATION
650 ## - SUBJECT ADDED ENTRY--TOPICAL TERM
Topical term or geographic name entry element UNITED STATES
General subdivision FOREIGN RELATIONS
945 ## - LOCAL PROCESSING INFORMATION (OCLC)
i 0003837
r Y
s Y
Holdings
Withdrawn status Lost status Source of classification or shelving scheme Damaged status Not for loan Home library Current library Shelving location Date acquired Total checkouts Full call number Barcode Date last seen Copy number Price effective from Koha item type
    Dewey Decimal Classification     Mindef Library & Info Centre Mindef Library & Info Centre On-Shelf 01/04/1998 1 327.2 COH 0003837 15/10/2010 1 03/01/2024 Book