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" Negotiating globally : "
Jeanne M. Brett.
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BL
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| Record Number
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1000597
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| Doc. No
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b754967
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| Main Entry
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Brett, Jeanne M.
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| Title & Author
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Negotiating globally : : how to negotiate deals, resolve disputes, and make decisions across cultural boundaries /\ Jeanne M. Brett.
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| Edition Statement
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2nd ed.
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| Publication Statement
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San Francisco :: Jossey-Bass,, ©2007.
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| Series Statement
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The Jossey-Bass business & management series
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| Page. NO
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1 online resource (xxv, 350 pages) :: illustrations.
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| ISBN
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078799751X
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: 9780787997519
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0787988367
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9780787988364
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| Bibliographies/Indexes
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Includes bibliographical references (pages 289-323) and index.
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| Contents
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Cover -- Contents -- CD-ROM Contents -- Preface -- Researching Multicultural Factors -- The Plan of the Book -- New in This Edition -- Handling Terms -- Acknowledgments -- The Author -- Chapter 1: Negotiation Basics -- Venues for Negotiation -- Net Value Outcomes-What Negotiators Are Trying to Accomplish -- The Building Blocks of Negotiation Strategy -- Combining Fundamentals: The Negotiation Planning Document -- Strategic Choices in Negotiation -- Finished with the Basics -- Chapter 2: Culture and Negotiation -- What Is Culture? -- Behaviors and Institutions -- Cultural Values, Beliefs, Norms, and Knowledge Structures -- Cultural Assumptions -- A Model of How Culture Affects Negotiation -- A Complex Link -- Chapter 3: Culture and Integrative Deals -- Three Criteria for Good Deals Versus Bad Deals -- Cartoon: A Simulation for Studying Deal-Making Negotiation Behavior -- Analyzing the Cartoon Negotiation for Integrative Value -- Negotiating Across Cultures: The Cartoon Outcome Study -- Contingent Contracts -- Moving Through the Normal Stages of Negotiation -- Chapter 4: Executing Negotiation Strategy -- Participants, Data Collection, and Coding Strategies -- Integrative Strategies, Time, and Joint Gains -- Distributive Strategies to Capture Net Value Within an Integrative Agreement -- Culture, Stage, Strategy, and Outcomes -- Using Stages of Negotiation to Judge Progress -- Consolidating Knowledge About Negotiation Strategy -- Chapter 5: Resolving Disputes -- How Disputes Arise and Escalate -- Interests, Rights, and Power: Three Approaches to Resolving Disputes -- Procedural Choices for Resolving Disputes -- Excellent Dispute Resolvers -- Chapter 6: Third Parties and Dispute Resolution -- Third Parties with Authority to Resolve Disputes -- Third Parties Without Authority to Resolve Disputes -- Culture and Third-Party Roles in Disputes -- Effective Dispute Resolution in a Third-Party Context -- Chapter 7: Negotiating Decisions and Managing Conflict in Multicultural Teams -- Three Types of Conflict in Multicultural Teams -- Negotiating High-Quality Decisions and Managing Conflict in Multicultural Teams -- Effective Multicultural Teams -- Requirements for Effective Multicultural Teams -- Chapter 8: Social Dilemmas -- Social Dilemmas and Prisoner's Dilemmas -- Types of Social Dilemmas -- Using Negotiation Skills to Manage Social Dilemmas -- Negotiating Individual and Collective Interests in Social Dilemmas -- Chapter 9: Government At and Around the Table -- Government Interests in Foreign Investment -- Foreign Investor Interests, Risks, and Hedges -- Challenges When Negotiating Globally -- Keeping Your Employees Safe in Global Assignments -- The Ugly Side of Free Trade -- Government At and Around the Negotiating Table -- Chapter 10: Will the World Adjust, or Must You? -- What's Likely to Happen with "Global" English? -- Why Not to Expect a Standardized Global Negotiation Culture -- Adjustments Toward Becoming a More Effective Global Negotiator -- Excellent Global Negotiators -- Notes -- Glossary -- Index -- How to Use the CD-ROM -- System Requirements -- Using the CD with Windows -- In Case of Trouble -- Last Page.
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| Abstract
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"When it was first published in 2001, Negotiating Globally quickly became the basic reference for managers who needed to learn how to negotiate successfully across boundaries of national culture. This thoroughly revised and expanded second edition preserves the structure of the acclaimed first edition and improves upon it, making it even easier to learn how to navigate national culture when negotiating deals, resolving disputes, and making decisions in teams. Rather than offering country-specific protocol and customs, Negotiating Globally provides a general framework to help negotiators anticipate and manage cultural differences. This new edition incorporates the lessons of the latest research with new emphasis on executing a negotiation strategy and negotiating conflict in multicultural teams. The well-received chapter on "Government at and Around the Table" has been expanded and updated with new examples that span the globe."--Jacket.
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| Subject
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Conflict management, Cross-cultural studies.
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Decision making, Cross-cultural studies.
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Negotiation in business, Cross-cultural studies.
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Negotiation, Cross-cultural studies.
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| Subject
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BUSINESS ECONOMICS-- Negotiating.
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Conflict management.
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Decision making.
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Negotiation in business.
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Negotiation.
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| Dewey Classification
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658.4/052
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| LC Classification
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HD58.6.B74 2007eb
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