Negotiation Preparation in a Global World guides the reader through a series of issues to consider in building international and intercultural business negotiation skills.

It takes the approach of examining failed business negotiations to analyze how improved communication might have led to successful outcomes. Each chapter presents theoretical background related to a communication failure and explores alternative strategies to the situation.

This volume is ideal for undergraduate- and graduate-level students studying business, leadership, and organizational development, as well as those new to the global marketplace or interested in learning how to negotiate in the intercultural business arena.

chapter 1|8 pages

Failures and Negotiation Nightmares

chapter 2|15 pages

The Role of Perception

When I Look Through Your Glasses, Everything is Blurry

chapter 3|15 pages


Sorting Through the Impact of Emotion on the Negotiation Process

chapter 4|15 pages

Communication Incompetency, Deficiencies and Miscommunication

I Hear What You Are Saying, Do You Hear How You Sound?

chapter 5|26 pages

The Contract’s Role in Chaos Prevention

chapter 6|12 pages


Behavior, Beliefs, and Breakdowns—Why Can’t You Just Do It My Way?

chapter 7|15 pages

Strategies and Other Failed Plans

Exploring Strategy and Tactics from an Intercultural Perspective

chapter 8|22 pages

Alternative Dispute Resolution (ADR)