Chapter 9 the Inflence of Culture and Gender on Nego

1. Understanding cultural Differences

1.1. Hofstede's Cultural Dimensions

1.2. The GLOBE study on Cultural Dimension

2. Negotiation Isues Sensitive to Culture

2.1. Heuristics and Biases in Cross-Cultural Nego

2.1.1. (problem solving, favor one side

2.2. Nego patterns in Cross-Cultural Nego

2.3. Emotions in Cross Cultural Nego

2.4. Communications in Cross Cultural NEgo

2.5. Emotions in CCN

2.6. Time Management Differences in CCN

2.7. Behavior Responses in CCN

2.8. Trust and Fairness in CCN

3. Gender Issues in Nego

3.1. Women Nego on their own behalf

3.2. Women Nego for others