Negotiating globally
Subtitle: how to negotiate deals, resolve disputes, and make decisions across cultural boundaries
By: Jeanne M. Brett.
Edition: 1st ed.
Series: The Jossey-Bass business & management series
Publisher: Jossey-Bass
Published: 2001
Place of publication: San Francisco
Language: eng
Number of pages: 246
Subjects: Negotiation in business -- Cross-cultural studies; Negotiation -- Cross-cultural studies; Decision making -- Cross-cultural studies; Conflict management -- Cross-cultural studies
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.
Notes: Includes bibliographical references and index.
Table of contents: title: Negotiation and culture : a framework; title: Negotiating deals; title: Resolving disputes; title: Making decisions and managing conflict in multicultural teams; title: Social dilemmas; title: Government at and around the table; title: Culture matters.