OpenCourser
Learn skills that shape your future
Visit OpenCourser.com
For this substantially revised edition of his 1991 book, Raymond Cohen has added two new chapters, updated previous examples, and added numerous recent ones, especially concerning U.S. trade agreements. Newly added cases include the negotiations over NAFTA, China's most-favored-nation status, the nuclear non-proliferation treaty, and the Okinawa bases. All in all, about 40 percent of the text is new. Cohen explores how cultural factors have affected U.S. dealings with Japan, China, Egypt, India, and Mexico. He demonstrates that there are two quite different models of "low context," a predominantly verbal and explicit style typical of individualistic societies such as the United States, and "high context," a style associated with nonverbal and implicit communication more typical of traditionally interdependent societies. He concludes the book with ten specific recommendations for the intercultural negotiator.
Save
Protected by Amazon A-to-z Guarantee & generous return policies
Every book purchase is protected by the Amazon A-to-z Guarantee. This guarantee covers both the condition of your book and its timely delivery, providing full buyer protection whether you purchase directly from Amazon or from third-party marketplace sellers.
Generous 30-day return policy on physical books. Amazon makes returns effortless with self-service return labels, drop-off at thousands of local locations (Kohl's, Whole Foods, UPS Stores), and free return shipping on eligible book purchases.
Maximize your savings with competitive pricing, deep discounts on new and used marketplace copies, bundled textbook rentals, and exclusive member savings through Amazon Prime with free fast delivery.
Read your way across versatile digital and physical formats: instant delivery via Kindle eBooks, unlimited reading with a Kindle Unlimited subscription, audiobook listening with Audible (often featuring a 30-day free trial), or traditional paperback and hardcover editions.
OpenCourser helps millions of learners each year. People visit us to learn workspace skills, ace their exams, and nurture their curiosity.
Our extensive catalog contains over 50,000 courses and twice as many books. Browse by search, by topic, or even by career interests. We'll match you to the right resources quickly.
Find this site helpful? Tell a friend about us.
We're supported by our community of learners. When you purchase or subscribe to courses and programs or purchase books, we may earn a commission from our partners.
Your purchases help us maintain our catalog and keep our servers humming without ads.
Thank you for supporting OpenCourser.
