Negotiating globally : how to negotiate deals, resolve disputes, and make decisions across cultural boundaries / Jeanne M. Brett.

Format:

Book

Author/Creator:

Brett, Jeanne M.

Series:

Jossey-Bass business & management series

The Jossey-Bass business & management series

Language:

English

Subjects (All):

Negotiation in business--Cross-cultural studies.

Negotiation in business.

Negotiation--Cross-cultural studies.

Negotiation.

Decision making--Cross-cultural studies.

Decision making.

Conflict management--Cross-cultural studies.

Conflict management.

Local Subjects:

Negotiation in business--Cross-cultural studies.

Genre:

Cross-cultural studies.

Physical Description:

xxxi, 246 pages : illustrations ; 24 cm.

Edition:

First edition.

Place of Publication:

San Francisco : Jossey-Bass, [2001]

Summary:

"In today's global business environment, negotiators who understand how culture affects negotiation fundamentals have a decided advantage at the bargaining table. Negotiators' interests, their assumptions about strategy, and the economic, social, legal, and political context of negotiation all vary with culture." "Negotiating Globally shows how to successfully navigate across boundaries of national culture when negotiating deals, resolving disputes, and making decisions. Rather than offering country-specific protocol and customs, Negotiating Globally provides a general framework to help negotiators manage cultural differences whenever they appear at the negotiation table. Drawing on systematic study of negotiators from Asia, Europe, the Middle East, and the Americas, Jeanne M. Brett provides practical advice for closing deals - how to get information and how to manage power - around the world. The book explains how to navigate the treacherous waters of conflict management in cultures where direct confrontation is not the norm and face saving is imperative and provides concrete advice for managers and leaders to coax high-quality decisions out of multicultural teams. Brett uses real-world examples to illustrate how the political and legal context of negotiation affects parties' interests and gives strategic advice for dealing with corruption in international business transactions."--Jacket.

Contents:

Negotiation and culture : a framework

Negotiating deals

Resolving disputes

Making decisions and managing conflict in multicultural teams

Social dilemmas

Government at and around the table

Culture matters.

Notes:

Includes bibliographical references and index.

Other Format:

Online version: Brett, Jeanne M. Negotiating globally.

ISBN:

0787955868

9780787955861

OCLC:

45129281

Online:

Contributor biographical information

Publisher description