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

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3

Culture and Strategy for Negotiating Deals

The global economy is the result of millions of small and large cross-cultural negotiations. It took negotiations for U.S. consumers to have access to Chilean and Mexican fruits and vegetables in the winter months. It took negotiations for Spanish engineering construction companies to get the contract to build new subway tunnels in New York City. It took negotiations for Walmart to enter South Africa. It took negotiations for the Qatari Investment Authority to buy the Paris Saint-Germain Football Club. This chapter discusses culture and strategy for negotiating deals. It describes two basic types of strategy negotiators use when pursuing deals: asking and answering questions, which we call Q&A, and ...

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