O'Reilly logo

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

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

Glossary

Adversarial procedure

A dispute resolution procedure in which disputants or their agents investigate the facts and present their own arguments to a third party; compare to non-adversarial or inquisitorial procedure.

Anchor

A reference point that holds negotiators' attention.

Anchoring and insufficient adjustment

Negotiators' tendency to fail to use information conveyed during the negotiation to update their references points.

A priori majorities

A faction or coalitions that involve more than half the members of a group that exist before the information-sharing phase of group decision making begins.

Arbitration

A third-party dispute resolution procedure in which the third party takes a rights-based approach and has the authority to make ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required