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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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5

Negotiating in Teams

We use negotiation skills to make team decisions more than we realize. Whenever a team (three or more people) has multiple issues to decide, and there is no majority opinion that crosses all issues, team members have to negotiate to reach agreement. Teams negotiate decisions regarding international peacekeeping, relief, and development efforts for the United Nations; to coordinate the strategy of global companies; to develop software on a twenty-four-hour, seven-day-a-week schedule; to prepare to negotiate deals and resolve disputes.

The proliferation of team decision making in organizations is not the result of the latest fad in management but is due to the complexity and the challenge of living and working in an increasingly ...

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