Bibliographische Detailangaben

Hauptverfasser:	Rudd, Jill E. (VerfasserIn), Hughes, D. Timothy (VerfasserIn)
Format:	Elektronisch E-Book
Sprache:	English
Veröffentlicht:	New York ; London Routledge 2020
Schlagworte:	Negotiation in business
Online-Zugang:	TUM01
Beschreibung:	Includes bibliographical references and index Cover; Half Title; Title Page; Copyright Page; Dedication; Table of Contents; List of Figures; 1. Failures and Negotiation Nightmares; Failure: An Emerging Perspective; An Example Application of Failure Perspective; The Study of International Business Negotiation Failures Through Storytelling; References; 2. The Role of Perception: When I Look Through Your Glasses, Everything is Blurry; Overview; Perspective: Viewing Ourselves and Others in Conversations; How to Combat the Perception Issue in Negotiation; Summary; References 3. Emotions: Sorting Through the Impact of Emotion on the Negotiation ProcessEmotion and its Origins; Emotional Footprints; Emotional Intelligence; Role of Culture and Emotion; Ten Takeaways to Avoid Failure; References; 4. Communication Incompetency, Deficiencies and Miscommunication: I Hear What You Are Saying, Do You Hear How You Sound?; Listening; The Miss in Miscommunication; Violations; Framing Messages; References; 5. The Contract's Role in Chaos Prevention; Introduction; Agency Law: Who has Authority to Commit to What?; How are contracts formed? What are the Required Elements to Form a Contract?Service Agreements; Definition of a Good Contract; Applicable Laws; Verbal Agreements are for Friends, Family, Fools, and Lovers; The Contract is King; More Verbal Agreement Problems; What is "the Contract?"; Letter Agreements; Negotiation Memoranda; Incorporated by Reference and Made a Part of this Agreement; Key Legal Terms and Conditions That Should be in Every Contract; The Right to Terminate the Agreement; Breach of Contract; Anticipatory Repudiation of the Contract; Performance and Technical Specifications for Products Acceptance or Rejection of Products or ServicesThe Perfect Tender Rule for Tangible Goods; The Doctrine of Substantial Performance for Service Agreements; Scope of Work Descriptions in Service Contracts; What Happens When Nonconforming Goods are Tendered for Delivery to the Purchaser?; Written Notice of Breach of Contract; Letters of Credit; US Government Regulations and Laws Affecting International Transactions; Imports to the U.S.; Exports from the U.S.; Intellectual Property Rights; Risk of Loss; Warranties; Contract Administration During the Performance Phase Contracts Include Actions and WordsSummary; References; 6. Culture: Behavior, Beliefs, and Breakdowns-Why Can't You Just Do It My Way?; Culture and Negotiations; Cultural Dimensions; Cultural Intelligence; The Third Culture; References; 7. Strategies and Other Failed Plans: Exploring Strategy and Tactics from an Intercultural Perspective; Background; Mindfulness; Empathy; Face Honoring; Adaptation; Effectiveness; Conclusion; References; 8. Alternative Dispute Resolution (ADR); Introduction; Why ADR?; Conciliation; Mediation; Arbitration; Mini-Trials and Rent-a-Judge; References. - 9. OOPS! Opportunity, Outcomes, People, and Success
Beschreibung:	1 Online-Ressource ( 145 Seiten)
ISBN:	9781351700719 1351700715 9781351700702 1351700707 9781315173399 1315173395