Peter J. Woodrow & Christopher W. Moore 
Handbook of Global and Multicultural Negotiation 

Praise for Handbook of Global and Multicultural Negotiation

‘In today’s globalized world, few competencies are as essential
as the ability to negotiate across cultures. In this insightful and
practical book, Chris Moore and Peter Woodrow draw on their
extensive global experience to help us understand the intricacies
of seeking to reach intercultural agreements and show us how to get
to a wise yes. I recommend it highly!’

William Ury

coauthor, Getting to Yes, and author, The Power of a Positive
No

‘Rich in the experience of the authors and the lessons they
share, we learn that culture is more than our clothing, rituals,
and food. It is the way we arrange time, space, language, manners,
and meaning. This book teaches us to understand our own culture so
we are open to the other and gives us practical strategies to
coordinate our cultural approaches to negotiations and reach
sustainable agreements.’

Meg Taylor

compliance advisor/ombudsman of the World Bank Group and former
ambassador of Papua New Guinea to the United States of America and
Mexico

‘In a globalized multicultural world, everyone from the
president of the United States to the leaders of the Taliban, from
the CEO of Mittal Steel to the steelworkers in South Africa, needs
to read this book. Chris Moore and Peter Woodrow have used their
global experience and invented the definitive tool for
communication in the twenty-first century!’

Vasu Gounden

founder and executive director, ACCORD, South Africa

‘Filled with practical advice and informed by sound research,
the Handbook of Global and Multicultural Negotiation brings into
one location an extraordinary and comprehensive set of resources
for navigating conflict and negotiation in our multicultural world.
More important, the authors speak from decades of experience,
providing the best book on the topic to date–a gift to
scholars and practitioners alike.’

John Paul Lederach

Professor of International Peacebuilding, Kroc Institute,
University of Notre Dame

Table of Content

Figures, Tables, and Exhibit vii

Preface ix

Part One: The Essentials of Global and Multicultural Negotiation 1

1 Introduction to Culture and Negotiation: The Context of Global and Multicultural Negotiations 3

2 The Wheel of Culture 21

3 Strategies for Global Intercultural Interactions 61

4 Cross-Cutting Issues in Negotiation 77

Part Two: A Step-By-Step Guide to Intercultural Negotiations 127

5 The Preparation Stage 129

6 Beginning Negotiations 149

7 Identifying and Exploring Issues 185

8 Cultural Patterns in Information Exchange 221

9 Problem Solving and Option Generation 247

10 Influence and Persuasion Strategies 283

11 Assessing Options 327

12 Reaching Closure and Developing Agreements 347

13 Implementing Agreements 367

Part Three: Assisted Negotiations and Third-Party Roles 387

14 Assisted Negotiations 389

15 Facilitation and Mediation 407

References 435

The Authors 449

Name Index 451

Subject Index 457

About the author

Christopher W. Moore is a Partner of CDR Associates an international collaborative decision making, conflict management and dispute resolution system design firm based in Boulder, Colorado. He has worked in the fields of international negotiation, multi-party decision-making and conflict management for over twenty-five years. He is an internationally known mediator, facilitator, dispute systems designer, trainer, and author in the field of conflict management. He is the author of The Mediation Process: Practical Strategies for Resolving Conflict (Jossey-Bass Publishers, 2003 3rd Edition), and numerous other journal articles and manuscripts on international, ethnic, natural resource and water conflict management.

Peter J. Woodrow is the Co-Director of the Reflecting on Peace Practice Project at the CDA Collaborative Learning Projects, in Cambridge, Massachusetts. He is also on leave as a Partner of CDR Associates in. Woodrow is an experienced mediator, facilitator, trainer, and consultant. Woodrow is skilled in negotiation, collaborative problem solving, team building, dispute systems design and conflict intervention. He has mediated and facilitated multiparty environmental, organizational, and public policy disputes and has? also developed and implemented international programs in consensus building, problem solving and decision making in Asia, Africa, and Eastern Europe. He is the co-author of?several books, numerous monographs, and articles about negotiation, dispute resolution, and peace building.