Negotiating Globally - How to Negotiate Deals, Resolve Disputes, Make Decisions Across

Cultural differences can make negotiations difficult--and can often doom what looks like the simplest negotiation. This second edition of Negotiating Globally is about what negotiators can do to cross culutral boundaries successfully. This book is not about protocol and customs nor a book that gives a long list of tactics.

List of contents

Preface.Acknowledgments.The Author.1. Negotiation Basics.2. Culture and Negotiation.3. Culture and Integrative Deals.4. Executing Negotiation Strategy.5. Resolving Disputes.6. Third Parties and Dispute Resolution.7. Negotiating Decisions and Managing Conflict in Multicultural Teams.8. Social Dilemmas.9. Government at and Around the Table.10. Will the World Adjust, or Must You?Notes.Glossary.Index.

Product details

• Authors: Jeanne M. Brett
• Publisher: Wiley, John and Sons Ltd
• Languages: English
• Product format: Hardback
• Released: 18.09.2007
• EAN: 9780787988364
• ISBN: 978-0-7879-8836-4
• No. of pages: 384
• Subjects: Social sciences, law, business > Business > Business administration; Kommunikation, Interkulturell, Verhandlung