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Negotiating Globally: How to Negotiate Deals, Resolve Disputes, and Make Decisions Across Cultural Boundaries, 2E
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  • Wiley

More About This Title Negotiating Globally: How to Negotiate Deals, Resolve Disputes, and Make Decisions Across Cultural Boundaries, 2E

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Jeanne M. Brett is DeWitt W. Buchanan Jr. Distinguished Professor of Dispute Resolution and Organizations at the Kellogg School of Management, Northwestern University, where she is also the director and a founding member of the Dispute Resolution Research Center. Brett is the coauthor of the award-winning Getting Disputes Resolved: Designing Systems to Cut the Costs of Conflict.

  • English

English

CD-ROM 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.

How to Use the CD-ROM.

  • English

English

"A useful reference for anyone working in a multicultural environment who wants advice for improving their negotiation outcomes."  (Supply Management, Thursday 13th December 2007)“Jeanne Brett is an authority on negotiating across cultural boundaries. This book, grounded in research with managers from Asia, Europe, North and South America, and the Middle East, leaves no doubt as to why.”

—Donald P. Jacobs, dean emeritus, Kellogg School of Management, Northwestern University

 

“Negotiating with governments is essential for foreign direct investors. Negotiating Globally explains how to take government interests seriously in order to make business investments both profitable and sustainable.”

—Alain Pekar Lempereur, professor of public and private policy,

ESSEC, Cergy, France

 

  “Few subjects are as critical—or as confusing—as negotiating across cultural boundaries. Jeanne Brett’s Negotiating Globally offers a wealth of fascinating data, insightful analysis, and practical advice for negotiating deals, resolving disputes, and making decisions with people from different cultures.”

—William Ury, Global Negotiation Project, Harvard University

 

“Do you need to resolve a dispute with a Russian partner, close a deal with a Middle Eastern buyer, set up a business in the Far East?  Negotiating Globally provides culturally sensitive practical advice for negotiating in all these settings.”

—Dr. Andrei Yakovlev, partner, Dewey Ballantine, London

 

“When Jeanne Brett brought Kellogg’s world-renowned negotiation curriculum to Guanghua School of Management, she helped our managers understand the strengths of Chinese negotiating styles as well as the differences with Western styles of negotiating.”

—Weiying Zhang, dean of the Guanghua School of Management, Peking University

 

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