Negotiating across cultures: communication obstacles in international diplomacy

By: Material type: TextTextPublication details: Washington, DC: United States Institute of Peace, 1991Description: 193pISBN:
  • 1878379089 (pbk.)
Subject(s): Summary: 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.
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Book Mindef Library & Info Centre On-Shelf 327.2 COH (Browse shelf(Opens below)) 1 Available 0003837

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.

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