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Negotiating Globally : How to Negotiate Deals, Resolve Disputes, and Make Decisions Across Cultural Boundaries by Jeanne M. Brett (2014, Hardcover)

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About this product

Product Identifiers

PublisherWiley & Sons, Incorporated, John

ISBN-101118602617

ISBN-139781118602614

eBay Product ID (ePID)170183776

Product Key Features

Number of Pages320 Pages

LanguageEnglish

Publication NameNegotiating Globally : How to Negotiate Deals, Resolve Disputes, and Make Decisions Across Cultural Boundaries

Publication Year2014

SubjectDecision-Making & Problem Solving, Negotiating, Labor, Interpersonal Relations

TypeTextbook

Subject AreaEducation, Psychology, Business & Economics

AuthorJeanne M. Brett

FormatHardcover

Dimensions

Item Height0.9 in

Item Weight17.6 Oz

Item Length9.1 in

Item Width6.1 in

Additional Product Features

Edition Number3

Intended AudienceScholarly & Professional

Dewey Edition21

IllustratedYes

Dewey Decimal658.4/052

Table Of ContentPreface ix Acknowledgments xix The Author xxvii 1. Negotiation Basics 1 2. Culture and Negotiation 25 3. Culture and Strategy for Negotiating Deals 49 4. Resolving Disputes 81 5. Negotiating in Teams 117 6. Social Dilemmas 159 7. Negotiations Between Governments and Foreign Direct Investors 187 8. Will the World Adjust, or Must You? 215 Notes 227 Glossary 263 Name Index 273 Subject Index 281

SynopsisA framework for anticipating and managing cultural differences at the negotiating table In today's global environment, negotiators who understand cultural differences and negotiation fundamentals have a decided advantage at the bargaining table. This thoroughly revised and updated edition of Negotiating Globally explains how culture affects negotiators' assumptions about when and how to negotiate, their interests and priorities, and their strategies. It explains how confrontation, motivation, influence, and information strategies shift due to culture. It provides strategic advice for negotiators whose deals, disputes, and decisions cross cultural boundaries, and shows how to anticipate cultural differences and then manage them when they appear at the negotiating table. It challenges negotiators to expand their repertoire of strategies, so that they are prepared to negotiate deals, resolve disputes, and make decisions regardless of the culture in which they find themselves. Includes a review of the various contexts and building blocks of negotiation strategy Explains how and why negotiation may be practiced differently in different cultures and how to modify strategy when confronted with different cultural approaches Explores the three primary cultural prototypes negotiators should understand Negotiating Globally is ideal for those relatively new to negotiation, particularly in the global arena, and offers an overview of the various contexts and tactics of negotiation strategy. Written by an award-winning negotiation expert, this book provides an ideal framework for any and all global negotiations., Negotiating Globally gives managers a basic reference for learning how to negotiate successfully across boundaries of national culture. Rather than centering on country-specific protocol and customs, this third edition of the popular book provides a general framework to help negotiators anticipate and manage cultural differences., Negotiating Globally, Third Edition In todays global environment, negotiators who understand cultural differences and negotiation fundamentals have a decided advantage at the bargaining table. This thoroughly revised and updated edition of Negotiating Globally explains how culture affects negotiators assumptions about when and how to negotiate, their interests and priorities, and their strategies. It explains how confrontation, motivation, influence, and information strategies shift due to culture. It provides strategic advice for negotiators whose deals, disputes, and decisions cross cultural boundaries, and shows how to anticipate cultural differences and then manage them when they appear at the negotiating table. It challenges negotiators to expand their repertoire of strategies, so that they are prepared to negotiate deals, resolve disputes, and make decisions regardless of the culture in which they find themselves. For those who are relatively new to negotiation, the book offers an overview of the various contexts (deal making, dispute resolution, multicultural and team decision making, social dilemmas, and negotiations between government and foreign direct investors) and building blocks of negotiation strategy. It then focuses specifically on negotiation strategy and culture, how negotiation is practiced in different cultures and why, and what the negotiator crossing cultural boundaries can do to modify strategy so as to realize interests and maintain integrity even when confronted with a very different cultural approach to negotiation. Old familiar negotiation concepts, such as power and interests, take on different meaning in different cultures. In Negotiating Globally , award-winning negotiation expert Jeanne M. Brett discusses three primary cultural prototypes: dignity culture (familiar as Western culture), face culture (familiar as East Asian culture), and honor culture (which characterizes cultures in the Middle East, North Africa, and Latin America), comparing and contrasting these cultural prototypes with respect to the nature of self-worth, power, sensitivity to insults, confrontation style, trust, and mindset, with the purpose of generating insight and understanding as to why negotiators in these cultural types use strategy similarly or differently. She explains whether direct or indirect confrontation is preferred in each type of culture and why, and then introduces several approaches to resolving disputes, with advice about how to uncover interests, rights, or power positions, and how to use each of these approaches effectively. Negotiating Globally provides a framework to help negotiators anticipate and manage cultural differences--no matter who shows up at the negotiating table.

LC Classification NumberHD58.6.B74 2014