Negotiating globally : how to negotiate deals, resolve disputes, and make decisions across cultural boundaries /
Brett, Jeanne M.
Negotiating globally : how to negotiate deals, resolve disputes, and make decisions across cultural boundaries / Jeanne M. Brett. - 1st ed. - San Francisco : Jossey-Bass, �2001. - 1 online resource (xxxi, 246 pages) : illustrations - The Jossey-Bass business & management series . - Jossey-Bass business & management series. .
Includes bibliographical references and index.
Use copy
"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."--Jacket
Electronic reproduction.
[Place of publication not identified] :
HathiTrust Digital Library,
2010.
Master and use copy. Digital master created according to Benchmark for Faithful Digital Reproductions of Monographs and Serials, Version 1. Digital Library Federation, December 2002.
http://purl.oclc.org/DLF/benchrepro0212
English.
9780787955861
Negotiation in business--Cross-cultural studies.
Negotiation--Cross-cultural studies.
Decision making--Cross-cultural studies.
Conflict management--Cross-cultural studies.
N�egociations (Affaires)--�Etudes transculturelles.
N�egociations--�Etudes transculturelles.
Prise de d�ecision--�Etudes transculturelles.
Gestion des conflits--�Etudes transculturelles.
BUSINESS & ECONOMICS--Negotiating.
Conflict management
Decision making
Negotiation
Negotiation in business
Onderhandelen.
Culturele verschillen.
Internationalisatie.
Cross-cultural studies
HD58.6 / .B74 2001
658.4/052
Negotiating globally : how to negotiate deals, resolve disputes, and make decisions across cultural boundaries / Jeanne M. Brett. - 1st ed. - San Francisco : Jossey-Bass, �2001. - 1 online resource (xxxi, 246 pages) : illustrations - The Jossey-Bass business & management series . - Jossey-Bass business & management series. .
Includes bibliographical references and index.
Use copy
"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."--Jacket
Electronic reproduction.
[Place of publication not identified] :
HathiTrust Digital Library,
2010.
Master and use copy. Digital master created according to Benchmark for Faithful Digital Reproductions of Monographs and Serials, Version 1. Digital Library Federation, December 2002.
http://purl.oclc.org/DLF/benchrepro0212
English.
9780787955861
Negotiation in business--Cross-cultural studies.
Negotiation--Cross-cultural studies.
Decision making--Cross-cultural studies.
Conflict management--Cross-cultural studies.
N�egociations (Affaires)--�Etudes transculturelles.
N�egociations--�Etudes transculturelles.
Prise de d�ecision--�Etudes transculturelles.
Gestion des conflits--�Etudes transculturelles.
BUSINESS & ECONOMICS--Negotiating.
Conflict management
Decision making
Negotiation
Negotiation in business
Onderhandelen.
Culturele verschillen.
Internationalisatie.
Cross-cultural studies
HD58.6 / .B74 2001
658.4/052