Negotiating globally
how to negotiate deals, resolve disputes, and make decisions across cultural boundaries
1st ed.
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Word Count
61,500 words, Guess
Page Count
246 pages
Identifiers
- Internet Archivenegotiatinggloba00bret
- ISBN-100787955868
- ISBN-139780787955861
- Goodreads594005
- LibraryThing3764048
and 5 more
- Library of Congress Control Number00011770
- OCLC Control Number45129281
- OCLC Control Number49569298
- Better World Books9780787955861
- Open LibraryOL15527670M
Classifications
- LCCHD58.6 .B74 2001
- LCCHD58.6.B74 2001
- LCCHD 58.6 B74 2001
Description
"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."--BOOK JACKET.
Subjects
Topics
Series Statement
- The Jossey-Bass business & management series
Links
Other Editions
- Negotiating globally: how to negotiate deals, resolve disputes, and make decisions across cultural boundaries
Show 6 more editions
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