Negotiating across cultures: (Record no. 18454)
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000 -LEADER | |
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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 |
Withdrawn status | Lost status | Source of classification or shelving scheme | Damaged status | Not for loan | Home library | Current library | Shelving location | Date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 |
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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 |