e-Negotiations
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A01=Daphne Halkias
A01=Nicholas Harkiolakis
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Author_Daphne Halkias
Author_Nicholas Harkiolakis
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Common Language
Concurrent Execution
deal
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DNA Imprinting
DNS Server
eq_bestseller
eq_business-finance-law
eq_isMigrated=1
eq_isMigrated=2
eq_nobargain
eq_non-fiction
fuzzy
Intelligence Phase
issue
Knowledge Management System
logic
Low Context Negotiator
Malicious Software
Negotiation Issue
Nice Organization
NSS
ODR System
online
Online Arbitration
Online Communication Mode
Peripheral Devices
Pessimistic Decision Maker
Physical Contact
Post-settlement Phase
process
reasoning
resolution
RSS Feed
Search Engine Crawlers
SMTP Server
Specialty Databases
WAP
Product details
- ISBN 9781138108721
- Weight: 460g
- Dimensions: 174 x 246mm
- Publication Date: 22 May 2017
- Publisher: Taylor & Francis Ltd
- Publication City/Country: GB
- Product Form: Paperback
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Practical negotiating skills, including those needed for cross-cultural negotiations have long been taught in classrooms, along with some of the theory that underpins them. Most of this has been based on the notion that negotiation will be interpersonal and face-to-face. In recent years, though, globalization, the telecommunications boom and the ever increasing need for today's professionals to conduct cross-cultural business transactions has led to a new way of negotiating, bargaining, and resolving disputes. In e-Negotiations, Nicholas Harkiolakis and his co-authors highlight the challenge that awaits the young professionals who are today training in business schools. Future dispute resolutions and bargaining will take place between faceless disputants involved in a new kind of social process. Any adolescent with a mobile phone and Internet access knows that most of today's social transactions take place via a hand held or other electronic device. In a world of video conferences, chat rooms, Skype, Facebook, and MySpace, critical financial, business and political decisions are made through interaction between two-dimensional characters on screens. Here, the authors compare and contrast e-negotiation as it currently is with traditional face-to-face negotiation. Case studies illustrate how cross-cultural negotiations can be managed through modern channels of social influence and information-sharing and shed light on the critical social, cognitive and behavioral role of the negotiator in resolving on-line, cross-cultural, conflicts and disputes, and generally in bargaining and negotiation. This book, with its practical exercises, will be of immense help to students and professionals needing to 'practice' with the new negotiating media.
Dr Nicholas Harkiolakis is currently Associate Dean of Business, Health and Technology at the Higher Colleges of Technology in Abu Dhabi, UAE; Visiting Fellow at Brunnel University Business School, UK. Dr Harkiolakis is Associate Editor of International Journal of Social Entrepreneurship and Innovation. Dr Daphne Halkias is a Senior Research Fellow at the Center for Young and Family Enterprise, at the University of Bergamo in Italy; Research Affiliate at The Institute for Social Sciences at Cornell University in the USA, and Affiliate, Institute of Coaching at McLean Hospital, Harvard Medical School, USA. Dr Halkias is the CEO of Executive Coaching Consultants and the Editor of The International Journal of Social Entrepreneurship and Innovation. Dr Sam Abadir is Visiting Professor at CEDEP and INSEAD, France, and a Fellow at Judge Business School, Cambridge University, UK. Dr Abadir is President of Executive Coaching Consultants and an international consultant in the field of cross-cultural negotiations.
