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

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Jeanne M. Brett (Northwestern University, Evanston, Illinois)

Negotiating Globally

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

Jeanne M. Brett (Northwestern University, Evanston, Illinois)

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English

Jossey-Bass Inc.,U.S.
07 March 2014

International business; Business negotiation

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.

By: Jeanne M. Brett (Northwestern University Evanston Illinois)
Imprint: Jossey-Bass Inc.,U.S.
Country of Publication: United States
Edition: 3rd edition
Dimensions: Height: 231mm, Width: 155mm, Spine: 23mm
Weight: 499g
ISBN: 9781118602614
ISBN 10: 1118602617
Pages: 320
Publication Date: 07 March 2014
Audience: Professional and scholarly , Undergraduate
Format: Hardback
Publisher's Status: Active

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

JEANNE M. BRETT is a founder and director of the Dispute Resolution Research Center at the Kellogg School of Management. She has over 25 years of experience as a researcher and trainer in the areas of deal making, decision making, and dispute resolution. As the DeWitt W. Buchanan Jr. Distinguished Professor of Dispute Resolution and Organizations at Kellogg, she has trained managers and executives around the world in the preeminent Kellogg negotiation methods. She is coauthor of Getting Disputes Resolved: Designing Systems to Cut the Costs of Conflict.