Negotiating globally : how to negotiate deals, resolve disputes, and make decisions across cultural boundaries
著者
書誌事項
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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注記
Includes bibliographical references and index.
収録内容
- 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
内容説明・目次
内容説明
"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.
目次
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.
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