Enhancing preparation and planning in cross-cultural negotiation

• Main Authors: Kam, Yee Khoon, Chew, Siew Hwee, Juliana Salleh
• Other Authors: McGovern, Ian
• Format: Final Year Project
• Published: 2008
• Subjects: DRNTU::Business::Management::Negotiation
• Online Access: http://hdl.handle.net/10356/8612
• Institution: Nanyang Technological University

This paper presents a two-level model on the negotiation process: the first level (Culture-incorporated Negotiation Learning Model) deals with generic culture considerations applied at the different levels, and the second level (DeAL Negotiation Preparation and Planning Model) details spec...