Negotiating Globally: How to Negotiate Deals, Resolve Disputes, and Make Decisions Across Cultural Boundaries / Edition 1by Jeanne M. Brett
Pub. Date: 04/28/2001
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
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. Negotiating Globally challenges negotiators to expand their repertoire of strategies so that they will be able to close deals, resolve disputes, and get teams to make decisions regardless of the cultures represented at the table. The Author Jeanne M. Brett is the DeWitt W. Buchanan Jr. Distinguished Professor of Dispute Resolution and Organizations at the J. L. Kellogg Graduate School of Management, Northwestern University, where she is also the director and a founding member of the Dispute Resolution Research Center. She divides her time between research, teaching and consulting on negotiation strategies in a global environment. Brett is coauthor of Getting Disputes Resolved: Designing Systems to Cut the Costs of Conflict (Jossey-Bass, 1988).
Table of ContentsList of Exhibits.
Negotiation and Culture: A Framework.
Making Decisions and Managing Conflict in Multicultural Teams.
Government at and Around the Table.
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