In the ligth of international imperatives and requirements there is a need to develop new negotiation approaches that are more effective and less costly than tranditional problem solving methods, in human as well as in monetary terms. Here is a response to this need of our age.
Table of Contents
1. The State-Of-The-Art Of Negotiating Globally
2. Beyond Harvard?
3. The Transcultural Profiler and the Quest for Transcultural Management and Negotiation Intelligence
4. 360° Transcultural Synergy: Enhancing Negotiation Strategy and Synergy
5. A Method for the Management of the Diverse Cultural Profiles of Negotiation Partners and Parties
Research Objectives and Core Themes
This work aims to introduce a transcultural approach to global negotiation management, moving beyond conventional methodologies to address the psychological and consciousness-based dimensions of the international manager. It seeks to provide a holistic framework that integrates diverse cultural profiles and perspectives into a unified, synergistic negotiation environment.
- The psychological and neurophysiological architecture of the global manager.
- Evaluation of traditional negotiation models (e.g., Harvard Model) and their limitations in transcultural contexts.
- Development of the Transcultural Profiler as a multidimensional diagnostic instrument.
- The concept of 360° Transcultural Synergy for resolving negotiation impasses.
- Methods for the geometrization and numerization of cultural profiling to facilitate successful global negotiations.
Excerpt from the Book
1. The State-Of-The-Art Of Negotiating Globally
This is not a course on negotiation that covers the totality of the complexity of international negotiation. There is special literature on it. But, as I understood from J. Brett’s research into intercultural negotiation, there is no comprehensive and conclusive in-depth research in the field of intercultural negotiation. As the reader familiar with my concept of transculturalism might assume, I would like to integrate any intercultural negotiation theory which is largely connected to the mental section of the overall psychological architecture of the transnational manager (see transcultural profiler in section 3), into the wider transcultural horizon that encompasses the various negotiation partners so as to create a unified field in which the diverse positions and interests appear in a light of mutual interdependence within an interconnected field. In this way negotiations may be facilitated beyond sophisticated techniques. In other words the transcultural approach can also enhance negotiations, because it can resolve intercultural dialectics in the transcultural mindset and associated skill set, as we shall see. The following lines simply provide an overview of various aspects of the matter. Due to its importance in a globalizing world it should not be omitted in a discussion of global matters.
Summary of Chapters
1. The State-Of-The-Art Of Negotiating Globally: This chapter provides an overview of existing intercultural negotiation research and introduces the need for a wider, transcultural perspective in the management of complex global relationships.
2. Beyond Harvard?: The author critically evaluates the Harvard Model of principled negotiation, arguing for the necessity of a more fundamental, consciousness-based review of culture in negotiation.
3. The Transcultural Profiler and the Quest for Transcultural Management and Negotiation Intelligence: This chapter details the design and application of the Transcultural Profiler as a tool to map the psychological infrastructure of the global manager and manage cultural imperatives.
4. 360° Transcultural Synergy: Enhancing Negotiation Strategy and Synergy: The author introduces a geometric model for synergy, aiming to enhance negotiation strategies through an integrated inter- and transcultural approach.
5. A Method for the Management of the Diverse Cultural Profiles of Negotiation Partners and Parties: This section offers a practical framework for the geometrization and numerization of cultural profiling to assess and improve the dynamics of negotiation parties.
Keywords
Transculturalism, Global Negotiation, Management Intelligence, Transcultural Profiler, Negotiation Strategy, Intercultural Research, Psychological Architecture, Synergy, Cultural Profiles, Consciousness Management, Noetics, Organizational Culture, Negotiation Tactics, Transnational Manager, Diversity Management.
Frequently Asked Questions
What is the core focus of this publication?
The work focuses on the evolution of negotiation management, specifically proposing a "transcultural" approach that utilizes the psychological and consciousness-based architecture of the manager to enhance global business results.
What are the primary themes discussed?
Key themes include the critique of existing intercultural models, the introduction of the Transcultural Profiler, the application of noetics in business, and methods for achieving synergistic outcomes in diverse, cross-border environments.
What is the main objective of the proposed approach?
The objective is to move beyond standard negotiation techniques by establishing a unified, transcultural field of awareness that allows negotiators to integrate diverse interests more effectively.
Which scientific methodologies are utilized?
The author draws upon neurophysiological analogies, quantum physical metaphors, and existing cross-cultural management research (such as Hofstede and Trompenaars) to develop his integrative noetic framework.
What topics are covered in the main section?
The main part of the text covers the history of intercultural paradigms, detailed explanations of the Transcultural Profiler dimensions, and practical models like the 360° Synergy Model.
Which keywords best characterize the work?
The work is characterized by terms like Transculturalism, Negotiation Intelligence, Synergistic Negotiation, Noetic Management, and Global Managerial Consciousness.
How does the author define the "Transcultural Profiler"?
It is defined as a holistic diagnostic and analytical instrument that maps the 12-dimensional psychological infrastructure of a global manager to aid in navigating cultural complexities.
What is the significance of the 360° Synergy Model?
This model challenges traditional negotiation assumptions by visually representing how moving through different levels of consciousness can lead to higher, infinite forms of synergy between negotiation partners.
What role does "noetics" play in this management context?
Noetics represents the highest psychological control and integration function, enabling a manager to transcend individual cultural conditioning and perceive the negotiation field as a unified whole.
- Quote paper
- D.E.A./UNIV. PARIS I Gebhard Deissler (Author), 2011, New Horizons Of Global Negotiations Management, Munich, GRIN Verlag, https://www.hausarbeiten.de/document/182313
