Negotiating Globally

Beschreibung

When it was first published in 2001, Negotiating Globallyquickly became the basic reference for managers who needed to learnhow to negotiate successfully across boundaries of nationalculture. This thoroughly revised and expanded second editionpreserves the structure of the acclaimed first edition and improvesupon it, making it even easier to learn how to navigate nationalculture when negotiating deals, resolving disputes, and makingdecisions in teams. Rather than offering country-specific protocoland customs, Negotiating Globally provides a generalframework to help negotiators anticipate and manage culturaldifferences. This new edition incorporates the lessons of thelatest research with new emphasis on executing a negotiationstrategy and negotiating conflict in multicultural teams. Thewell-received chapter on "Government At and Around theTable" has been expanded and updated with new examples thatspan the globe. In this comprehensive resource, Jeanne M. Brett describes how todevelop a negotiation planning document and shows how to executethe plan. She provides a model that explains how the culturalenvironment affects negotiators' interests, priorities, andstrategies. She provides benchmarks for distinguishing good dealsfrom poor ones and good negotiators from poor ones. The bookexplains how resolving disputes is different from making deals andhow negotiation strategy can be used in multicultural teams.Negotiating Globally challenges negotiators to expand theirrepertoire of strategies so that they will be able to close deals,resolve disputes, and get teams to make decisions.

Autor*in

Jeanne M. Brett

Themen in »Negotiating Globally«

Business & Management Conflict Resolution & Mediation (Workplace Settings) Konfliktbewältigung am Arbeitsplatz Verhandlungstechnik Wirtschaft u. Management

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"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 culturalboundaries. This book, grounded in research with managers fromAsia, Europe, North and South America, and the Middle East, leavesno doubt as to why." --Donald P. Jacobs, dean emeritus, Kellogg School ofManagement, Northwestern University "Negotiating with governments is essential for foreigndirect investors. Negotiating Globally explains how to takegovernment interests seriously in order to make businessinvestments both profitable and sustainable." --Alain Pekar Lempereur, professor of public and privatepolicy, ESSEC, Cergy, France "Few subjects are as critical--or asconfusing--as negotiating across cultural boundaries. JeanneBrett's Negotiating Globally offers a wealth offascinating data, insightful analysis, and practical advice fornegotiating deals, resolving disputes, and making decisions withpeople from different cultures." --William Ury, Global Negotiation Project, HarvardUniversity "Do you need to resolve a dispute with a Russian partner,close a deal with a Middle Eastern buyer, set up a business in theFar East? Negotiating Globally provides culturallysensitive practical advice for negotiating in all thesesettings." --Dr. Andrei Yakovlev, partner, Dewey Ballantine,London "When Jeanne Brett brought Kellogg's world-renownednegotiation curriculum to Guanghua School of Management, she helpedour managers understand the strengths of Chinese negotiating stylesas well as the differences with Western styles ofnegotiating." --Weiying Zhang, dean of the Guanghua School of Management,Peking University
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