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
- Cover
- The Jossey-Bass Business & Management Series
- Title page
- Copyright page
- Dedication
- Preface
- Acknowledgments
- The Author
- 1: Negotiation Basics
- 2: Culture and Negotiation
- 3: Culture and Strategy for Negotiating Deals
-
4: Resolving Disputes
- The Difference Between Negotiating Deals and Resolving Disputes
- Conflict and Confrontation in Dignity, Face, and Honor Cultures
- Interests, Rights, and Power: Three Strategic Approaches to Resolving Disputes
- How to Start a Dispute Resolution Negotiation
- How to Change the Focus from Rights or Power to Interests
- Using Third Parties in Dispute Resolution
- Excellent Dispute Resolvers
- 5: Negotiating in Teams
- 6: Social Dilemmas
- 7: Negotiations Between Governments and Foreign Direct Investors
- 8: Will the World Adjust, or Must You?
- Glossary
- Name Index
- Subject Index
- End User License Agreement
Product information
- Title: Negotiating Globally: How to Negotiate Deals, Resolve Disputes, and Make Decisions Across Cultural Boundaries, 3rd Edition
- Author(s):
- Release date: March 2014
- Publisher(s): Jossey-Bass
- ISBN: 9781118602614
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