“A truly extraordinary book! The range of knowledge revealed by the author is quite astonishing and the material presented is done so in a clear and unambiguous writing style. “The book includes astonishingly varied perspectives on issues that will impact the hoped-for positive consequences of globalization. I felt I was being informed by an expert who grasps the complexity of the issues involved in ways that make them clear and useful. If I was teaching a course that had anything to do with globalization and/or culture, I would assign this book—and if I knew of someone who was being assigned to another country, I would require him or her to read this book.”
—Benjamin Schneider, Valtera Corporation and Professor Emeritus, University of Maryland
What is a paradox? Why are cross-cultural paradoxes essential for understanding the changes that are occurring because of globalization? Encompassing a wide variety of areas including leadership, cross-cultural negotiations, immigration, religion, economic development, and business strategy, Paradoxes of Culture and Globalization develops cross-cultural paradoxes essential for understanding globalization.
Highlights over 90 paradoxes structured in a question/discussion format to actively engage readers and provide an integrative overview of the book; Presents key issues at a higher and integrative level of analysis to avoid stereotyping particular cultures; Facilitates class discussions and the active involvement of class members in the learning process of culture and globalization.; Enlarges individuals' conceptual understanding of cross-cultural issues; Focuses on both traditional and controversial topics including motivation and leadership across cultures, communicating and negotiating across cultures, immigration, religion, geography, economic development, business strategy, and international human resource management
This is an excellent text for advanced undergraduate and graduate courses in International Management, International Business, Comparative Management, World Business Environment, Cross-Cultural Management, Cross-Cultural Communications, and Cultural Anthropology in the departments of business and management, communication, and anthropology.
Meet author Martin J. Gannon!http://www.csusm.edu/mgannon
Martin J. Gannon is also the author of the bestselling text Understanding Global Cultures (SAGE, Third Edition, 2004) and Cultural Metaphors: Readings, Research Translations, and Commentary (SAGE, 2000).
Chapter 6: Cross-Cultural Negotiations
Negotiation may be the most difficult, challenging, engaging, complex, and fascinating activity that an individual faces in life. All of us, whether we like or dislike negotiating with other parties, are constantly involved in this activity. Ideally, negotiation encompasses a thorough grounding in and understanding of its underlying theory, best practices, and dynamics. When negotiations involve two or more cultures rather than only one, both complexity and fascination take a quantum leap.
We begin this chapter with a discussion of some fundamentals leading to success in negotiations, not only within one culture but across cultures. Next, we present an actual, extended case study of a cross-cultural negotiation undertaken by a U.S. high-tech firm seeking to enter the Chinese market around 1997. At the ...