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Negotiating Globally: How to Negotiate Deals, Resolve Disputes, and Make Decisions Across Cultural Boundaries, 3rd Edition

Book Description

A framework for anticipating and managing cultural differences at the negotiating table

In today's global environment, negotiators who understand cultural differences and negotiation fundamentals have a decided advantage at the bargaining table. This thoroughly revised and updated edition of Negotiating Globally explains how culture affects negotiators' assumptions about when and how to negotiate, their interests and priorities, and their strategies. It explains how confrontation, motivation, influence, and information strategies shift due to culture. It provides strategic advice for negotiators whose deals, disputes, and decisions cross cultural boundaries, and shows how to anticipate cultural differences and then manage them when they appear at the negotiating table. It challenges negotiators to expand their repertoire of strategies, so that they are prepared to negotiate deals, resolve disputes, and make decisions regardless of the culture in which they find themselves.

  • Includes a review of the various contexts and building blocks of negotiation strategy

  • Explains how and why negotiation may be practiced differently in different cultures and how to modify strategy when confronted with different cultural approaches

  • Explores the three primary cultural prototypes negotiators should understand

  • Negotiating Globally is ideal for those relatively new to negotiation, particularly in the global arena, and offers an overview of the various contexts and tactics of negotiation strategy. Written by an award-winning negotiation expert, this book provides an ideal framework for any and all global negotiations.

    Table of Contents

    1. Cover
    2. The Jossey-Bass Business & Management Series
    3. Title page
    4. Copyright page
    5. Dedication
    6. Preface
      1. Researching Culture and Negotiations
      2. The Plan of the Book
      3. New in This Edition
      4. Handling Terms
    7. Acknowledgments
    8. The Author
    9. 1: Negotiation Basics
      1. Contexts for Negotiation
      2. Five Building Blocks of a Negotiation Strategy
      3. Combining Fundamentals
      4. Evaluating Potential Agreements
      5. Moving on to Culture
    10. 2: Culture and Negotiation
      1. What Is Culture?
      2. Three Prototypes: Dignity, Face, and Honor Cultures
      3. A Model of Intercultural Negotiation
      4. Planning for Culture's Effects
      5. Moving on to Strategy
    11. 3: Culture and Strategy for Negotiating Deals
      1. Deal-Making Negotiation Strategy
      2. Culture and Negotiation Strategy
      3. A Model of Negotiation Strategy
      4. Advice for Deal-Making Negotiations
      5. Intercultural Negotiations
      6. Moving on to Resolving Disputes
    12. 4: Resolving Disputes
      1. The Difference Between Negotiating Deals and Resolving Disputes
      2. Conflict and Confrontation in Dignity, Face, and Honor Cultures
      3. Interests, Rights, and Power: Three Strategic Approaches to Resolving Disputes
      4. How to Start a Dispute Resolution Negotiation
      5. How to Change the Focus from Rights or Power to Interests
      6. Using Third Parties in Dispute Resolution
      7. Excellent Dispute Resolvers
    13. 5: Negotiating in Teams
      1. Managing Procedural Conflict in Teams
      2. Three Models of Teamwork
      3. Using Negotiation Strategy to Manage Task Conflict and Make Decisions in Teams
      4. Minimizing and Managing Interpersonal Conflict
      5. Skills, Motivation, and Environments
      6. Teams Need Guidance
    14. 6: Social Dilemmas
      1. Prisoner's Dilemmas and Social Dilemmas
      2. Competitive Dilemmas
      3. Cooperative Dilemmas
      4. Negotiating Individual and Collective Interests in Social Dilemmas
    15. 7: Negotiations Between Governments and Foreign Direct Investors
      1. Investors and Governments' Interests in FDI
      2. Predictable Challenges to Foreign Direct Investment
      3. Unpredictable Challenges
      4. Negotiating Globally with Government
    16. 8: Will the World Adjust, or Must You?
      1. Why Not to Expect a Global Negotiation Culture Based on the Dignity Model
      2. Toward Becoming a More Effective Global Negotiator
      3. Why Me?
      4. Excellent Global Negotiators
    17. Glossary
    18. Name Index
    19. Subject Index
    20. End User License Agreement