Negotiating globally : how to negotiate deals, resolve disputes, and make decisions across cultural boundaries
Author(s)
Bibliographic Information
Negotiating globally : how to negotiate deals, resolve disputes, and make decisions across cultural boundaries
（The Jossey-Bass business & management series）
Jossey-Bass, c2001
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Note
Includes bibliographical references and index.
Contents of Works
- Negotiation and culture : a framework
- Negotiating deals
- Resolving disputes
- Making decisions and managing conflict in multi-cultural teams
- Social dilemmas
- Government at and around the table
Description and Table of Contents
Description
"Negotiating Globally" is an essential resource that provides managers with an accessible framework to help them customize and adjust negotiations as they navigate cultural boundaries. Written by an internationally acknowledged expert on the subject, this book will help negotiators cross ethnocentric and geopolitical boundaries successfully as it provides solid information and strategies that will be useful in any cross-cultural negotiation. Packed with practical advice on how to manage cultural differences whenever they appear at the negotiation table, "Negotiating Globally" is a key resource when it comes to negotiating deals, resolving disputes, and making decisions in the global market. Instructive stories and cases from the author's original research give readers a real-world look at the author's advice in action.
Table of Contents
List of Exhibits. Preface. Acknowledgements. The Author. Negotiation and Culture: A Framework. Negotiating Deals. Resolving Disputes. Making Decisions and Managing Conflict in Multicultural Teams. Social Dilemmas. Government at and Around the Table. Culture Matters. Notes. Glossary. Index.
by "Nielsen BookData"