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

Brett, Jeanne M.

Hardcover

ISBN 10: 0787988367 ISBN 13: 9780787988364

Publisher: Jossey-Bass, 2007

Synopsis

When it was first published in 2001, Negotiating Globally quickly became the basic reference for managers who needed to learn how to negotiate successfully across boundaries of national culture. This thoroughly revised and expanded second edition preserves the structure of the acclaimed first edition and improves upon it, making it even easier to learn how to navigate national culture when negotiating deals, resolving disputes, and making decisions in teams. Rather than offering country-specific protocol and customs, Negotiating Globally provides a general framework to help negotiators anticipate and manage cultural differences. This new edition incorporates the lessons of the latest research with new emphasis on executing a negotiation strategy and negotiating conflict in multicultural teams. The well-received chapter on “Government At and Around the Table” has been expanded and updated with new examples that span the globe.

In this comprehensive resource, Jeanne M. Brett describes how to develop a negotiation planning document and shows how to execute the plan. She provides a model that explains how the cultural environment affects negotiators’ interests, priorities, and strategies. She provides benchmarks for distinguishing good deals from poor ones and good negotiators from poor ones. The book explains how resolving disputes is different from making deals and how negotiation strategy can be used in multicultural teams. 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.

About this title

From the Back Cover:

Praise for Negotiating Globally, Second Edition

"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

About the Author:

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.

About this edition

• Publisher: Jossey-Bass
• Publication date: 2007
• ISBN 10: 0787988367
• ISBN 13: 9780787988364
• Binding: Hardcover
• Edition number: 2
• Number of pages: 384