Negotiating globally : how to negotiate deals, resolve disputes, and make decisions across cultural boundaries / Jeanne M. Brett.

By:

Brett, Jeanne M

Material type: Text

TextSeries: Jossey-Bass business & management seriesPublication details: San Francisco : Jossey-Bass, �2001.Edition: 1st edDescription: 1 online resource (xxxi, 246 pages) : illustrationsISBN:

9780787955861

Subject(s):

Genre/Form:

Cross-cultural studies

Additional physical formats: Print version:: Negotiating globally.DDC classification:

658.4/052 21

LOC classification:

HD58.6 .B74 2001

Other classification:

85.05
MD 7200
QP 300
QP 305

Online resources:

Action note:

digitized 2010 HathiTrust Digital Library committed to preserve

Review: "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

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Holdings
Item type	Current library	Collection	Call number	Status	Date due	Barcode
Books	Botho University Botswana Open Shelves	Personal development, Motivation, Religion, Psycho, and any that is not within the other codes	658.4052 BRE (Browse shelf(Opens below))	Available		NITT-03787

Includes bibliographical references and index.

Use copy Restrictions unspecified star MiAaHDL

"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. MiAaHDL

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. MiAaHDL