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Negotiating Globally By Jeanne M. Brett

Negotiating Globally
by Jeanne M. Brett

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Cultural differences can make negotiations difficult--and can often doom what looks like the simplest negotiation. This second edition of Negotiating Globally is about what negotiators can do to cross culutral boundaries successfully. This book is not about protocol and customs nor a book that gives a long list of tactics.
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Negotiating Globally Summary

Negotiating Globally: How to Negotiate Deals, Resolve Disputes, and Make Decisions Across Cultural Boundaries by Jeanne M. Brett

When it was first published in 2001, Negotiating Globally quickly became the basic reference for managers who needed to learn how to negotiate successfully across boundaries of national culture. This thoroughly revised and expanded second edition preserves the structure of the acclaimed first edition and improves upon it, making it even easier to learn how to navigate national culture when negotiating deals, resolving disputes, and making decisions in teams. Rather than offering country-specific protocol and customs, Negotiating Globally provides a general framework to help negotiators anticipate and manage cultural differences. This new edition incorporates the lessons of the latest research with new emphasis on executing a negotiation strategy and negotiating conflict in multicultural teams. The well-received chapter on "Government At and Around the Table" has been expanded and updated with new examples that span the globe. In this comprehensive resource, Jeanne M. Brett describes how to develop a negotiation planning document and shows how to execute the plan. She provides a model that explains how the cultural environment affects negotiators' interests, priorities, and strategies. She provides benchmarks for distinguishing good deals from poor ones and good negotiators from poor ones. The book explains how resolving disputes is different from making deals and how negotiation strategy can be used in multicultural teams. Negotiating Globally challenges negotiators to expand their repertoire of strategies so that they will be able to close deals, resolve disputes, and get teams to make decisions.

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Negotiating Globally Reviews

"A useful reference for anyone working in a multicultural environment who wants advice for improving their negotiation outcomes." ( Supply Management , Thursday 13th December 2007)

About Jeanne M. Brett

Jeanne M. Brett is DeWitt W. Buchanan Jr. Distinguished Professor of Dispute Resolution and Organizations at the Kellogg School of Management, Northwestern University, where she is also the director and a founding member of the Dispute Resolution Research Center. Brett is the coauthor of the award-winning Getting Disputes Resolved: Designing Systems to Cut the Costs of Conflict.

Table of Contents

CD-ROM Contents. Preface. Acknowledgments. The Author. 1. Negotiation Basics. 2. Culture and Negotiation. 3. Culture and Integrative Deals. 4. Executing Negotiation Strategy. 5. Resolving Disputes. 6. Third Parties and Dispute Resolution. 7. Negotiating Decisions and Managing Conflict in Multicultural Teams. 8. Social Dilemmas. 9. Government at and Around the Table. 10. Will the World Adjust, or Must You? Notes. Glossary. Index. How to Use the CD-ROM.

Additional information

Negotiating Globally: How to Negotiate Deals, Resolve Disputes, and Make Decisions Across Cultural Boundaries by Jeanne M. Brett
Jeanne M. Brett
Used - Very Good
John Wiley & Sons Inc
Book picture is for illustrative purposes only, actual binding, cover or edition may vary.
This is a used book - there is no escaping the fact it has been read by someone else and it will show signs of wear and previous use. Overall we expect it to be in very good condition, but if you are not entirely satisfied please get in touch with us.