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Negotiating Globally: How to Negotiate Deals, Resolve Disputes, and Make Decisions Across Cultural Boundaries
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  • Wiley

More About This Title Negotiating Globally: How to Negotiate Deals, Resolve Disputes, and Make Decisions Across Cultural Boundaries

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English

Negotiating Globally is an essential resource that provides managers with an accessible framework to help them customize and adjust negotiations as they navigate cultural boundaries. Written by an internationally acknowledged expert on the subject, this book will help negotiators cross ethnocentric and geopolitical boundaries successfully as it provides solid information and strategies that will be useful in any cross-cultural negotiation. Packed with practical advice on how to manage cultural differences whenever they appear at the negotiation table, Negotiating Globally is a key resource when it comes to negotiating deals, resolving disputes, and making decisions in the global market. Instructive stories and cases from the author's original research give readers a real-world look at the author's advice in action.
  • English

English

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).
  • English

English

List of Exhibits.

Preface.

Acknowledgements.

The Author.

Negotiation and Culture: A Framework.

Negotiating Deals.

Resolving Disputes.

Making Decisions and Managing Conflict in Multicultural Teams.

Social Dilemmas.

Government at and Around the Table.

Culture Matters.

Notes.

Glossary.

Index.
  • English

English

"Culturally sensitive negotiating skills are increasingly necessary for managing in multinational network organizations. Negotiating Globally will help managers and professionals acquire the knowledge and develop the skills that are indispensable in today's global business environment." (Jacques Tibau, management development, UCB, Brussels)

"If you face tough negotiations in multicultural settings this book covers all the bases. What makes it even better is that Jeanne Brett has developed and tested her strategic advice with thousands of international executives." (Akihiro Okumura, Professor, Graduate School of Business Administration, Keio University, Japan)

"Need to resolve a dispute with a Chinese joint venture partner, close a deal with an Israeli software supplier, lead a multicultural team? Negotiating Globally will help you develop culturally sensitive strategies for all these settings." (William P. Hobgood, senior vice president, People Division, United Airlines)

"In a globalizing world, few subjects are as critical--or as confusing--as negotiating across cultural boundaries. Jeanne M. Brett's Negotiating Globally offers a wealth of fascinating data, insightful analysis, and practical advice to all those engaged in making deals, resolving disputes, or simply making decisions together with people from a different culture." (William Ury, coauthor of Getting to YES and author of The Third Side)

"Jeanne Brett originated Kellogg's negotiation curriculum. Now she has taken it global, working with managers from North America, Europe, Asia, and the Middle East. Her practical advice provides unique insight into the realities of negotiating globally." (Donald P. Jacobs, dean, J. L. Kellogg Graduate School of Management, Northwestern University)

"This is an excellent book for mediators interested in cultural diversity and negotiation." (The Texas Mediator, Spring 2002)"Culturally sensitive negotiating skills are increasingly necessary for managing in multinational network organizations. Negotiating Globally willhelp managers and professionals acquire the knowledge and develop the skills that are indispensable in today's global business environment."
—Jacques Tibau, management development, UCB, Brussels

"If you face tough negotiations in multicultural settings this book covers all the bases. What makes it even better is that Jeanne Brett has developed and tested her strategic advice with thousands of international executives."
—Akihiro Okumura, professor, Graduate School of Business Administration, Keio University, Japan

"Need to resolve a dispute with a Chinese joint venture partner, close a deal with an Israeli software supplier, lead a multicultural team? Negotiating Globally will help you develop culturally sensitive strategies for all these settings."
—William P. Hobgood, senior vice president, People Division, United Airlines

"In a globalizing world, few subjects are as critical-or as confusing-as negotiating across cultural boundaries. Jeanne M. Brett's Negotiating Globally offers a wealth of fascinating data, insightful analysis, and practical advice to all those engaged in making deals, resolving disputes, or simply making decisions together with people from a different culture."
—William Ury, coauthor of Getting to YES and author of The Third Side

"Jeanne Brett originated Kellogg's negotiation curriculum. Now she has taken it global, working with managers from North America, Europe, Asia, and the Middle East. Her practical advice provides unique insight into the realities of negotiating globally." —Donald P. Jacobs, dean, J.L. Kellogg Graduate School of Management, Northwestern University

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