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Home > Business & Economics > Marketing - Selling > Negotiating > Negotiating Globally: How to Negotiate Deals, Resolve Disputes, and Make Decisions Across Cultural Boundaries-eBook

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

Brett, Jeanne M.

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

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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Title of ebook: Negotiating Globally: How to Negotiate Deals, Resolve Disputes, and Make Decisions Across Cultural Boundaries
ISBN: 9780787997519
Publisher: Jossey-Bass
Internet download file size: 1170 kb
Pages: 384
Released online for download: 08-13-2007
Author of eBook: Brett, Jeanne M.

Negotiating Globally

How to Negotiate Deals, Resolve Disputes, and Make Decisions Across Cultural Boundaries

Chapter One

Negotiation Basics

Negotiation is the process by which people with conflicting interests determine how they are going to allocate resources or work together in the future. Negotiators are interdependent, which means that what one wants affects what the other can have and vice versa. Because negotiation involves conflicting interests and interdependence it takes some skills to be an effective negotiator. One of the purposes of this book is to help you improve your negotiation skills. Another is to get you prepared to negotiate with people who do not share your cultural background, people who you cannot assume even think about the process of negotiations in the same way you do.

To get you prepared to negotiate globally we begin with t ... read full excerpt from Negotiating Globally: How to Negotiate Deals, Resolve Disputes, and Make Decisions Across Cultural Boundaries ebook


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