Description

Book Synopsis
Negotiating Globally gives managers a basic reference for learning how to negotiate successfully across boundaries of national culture. Rather than centering on country-specific protocol and customs, this third edition of the popular book provides a general framework to help negotiators anticipate and manage cultural differences.

Table of Contents

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

Negotiating Globally

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    A Hardback by Jeanne M. Brett

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      Book details

      Publisher John Wiley & Sons Inc
      Published 25 April 2014
      ISBN-13 9781118602614
      978-1118602614
      ISBN-10 1118602617
      Also in:
      Business, Finance & Law Business and Management International business

      Description

      Book Synopsis
      Negotiating Globally gives managers a basic reference for learning how to negotiate successfully across boundaries of national culture. Rather than centering on country-specific protocol and customs, this third edition of the popular book provides a general framework to help negotiators anticipate and manage cultural differences.

      Table of Contents

      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

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