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"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.
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Previews available in: English
Subjects
Negotiation, Negotiation in business, Conflict management, Cross-cultural studies, Decision making, Négociations (Affaires), Études transculturelles, Négociations, Prise de décision, Gestion des conflits, BUSINESS & ECONOMICS, Industrial Management, Management, Management Science, Organizational Behavior, Negotiating, Onderhandelen, Culturele verschillen, Internationalisatie, Management Styles & Communication, Business & EconomicsShowing 3 featured editions. View all 12 editions?
Edition | Availability |
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1
Negotiating Globally: How to Negotiate Deals, Resolve Disputes, and Make Decisions Across Cultural Boundaries (Jossey-Bass Business & Management)
August 31, 2007, Jossey-Bass
Hardcover
in English
- 2 edition
0787988367 9780787988364
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Libraries near you:
WorldCat
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2
Negotiating globally: how to negotiate deals, resolve disputes, and make decisions across cultural boundaries
2007, Jossey-Bass
in English
- 2nd ed.
0787988367 9780787988364
|
aaaa
Libraries near you:
WorldCat
|
3
Negotiating globally: how to negotiate deals, resolve disputes, and make decisions across cultural boundaries
2001, Jossey-Bass
in English
- 1st ed.
0787955868 9780787955861
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Book Details
Edition Notes
"A Wiley Imprint."
Includes bibliographical references and index.
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- Created October 7, 2008
- 12 revisions
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May 20, 2020 | Edited by CoverBot | Added new cover |
July 29, 2014 | Edited by ImportBot | import new book |
April 6, 2014 | Edited by ImportBot | Added IA ID. |
August 18, 2010 | Edited by IdentifierBot | added LibraryThing ID |
October 7, 2008 | Created by ImportBot | Imported from Library of Congress MARC record |