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Negotiating Globally: How to Negotiate Deals, Resolve Disputes, and Make Decisions Across Cultural Boundaries, 3rd Edition

Negotiating Globally: How to Negotiate Deals, Resolve Disputes, and Make Decisions Across Cultural Boundaries, 3rd Edition

Jeanne M. Brett

ISBN: 978-1-118-60261-4 March 2014 Jossey-Bass 320 Pages


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A 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.

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Preface 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