"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...

Calculative vs relational rationality in intercultural business negotiations -- Deal and/or relationship -- A cultural perspective on deal-making versus relationship-building -- Quandaries in negotiation : dilemmas, conflicts, and disputes in ICBN -- Cultural time orientations in negotiation --...