Strategies for effective cross-cultural negotiation : the F.R.A.M.E. approach

This book is about strategic negotiation across cultures.

It is written for negotiators and students of negotiation who seek to understand the principles and processes of cross-cultural negotiation and develop effective strategies for negotiating in different cultures.

This book takes a completely different approach in the analysis of cross-border negotiations by examining the negotiations of U.S. multinational companies in three major economies in Asia: China, Japan, and India.

Using a case study approach, the book presents an incisive analysis of the successes and failures in cross-cultural negotiations.

Further, it provides valuable insights that will deepen negotiators' understanding of cross-cultural negotiations as well as strengthen negotiators' capability to deal with major issues in cross-cultural negotiations. This book is designed to: present the strategies, techniques and dynamics of the negotiation process, elaborate on key cultural values and norms in China, Japan and India, draw key lessons on negotiating strategies in various cultures from detailed case studies, marry cross-cultural research framework and research findings with practitioners' negotiating experience, present a F.R.A.M.E. approach for cross-cultural analysis of negotiations with the Chinese, Japanese and Indians, and offer practical negotiation tips (the do's and don'ts) for cross-cultural negotiation.