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, c2014
3rd ed
- : cloth
大学図書館所蔵 全10件
  青森
  岩手
  宮城
  秋田
  山形
  福島
  茨城
  栃木
  群馬
  埼玉
  千葉
  東京
  神奈川
  新潟
  富山
  石川
  福井
  山梨
  長野
  岐阜
  静岡
  愛知
  三重
  滋賀
  京都
  大阪
  兵庫
  奈良
  和歌山
  鳥取
  島根
  岡山
  広島
  山口
  徳島
  香川
  愛媛
  高知
  福岡
  佐賀
  長崎
  熊本
  大分
  宮崎
  鹿児島
  沖縄
  韓国
  中国
  タイ
  イギリス
  ドイツ
  スイス
  フランス
  ベルギー
  オランダ
  スウェーデン
  ノルウェー
  アメリカ
注記
Includes indexes
内容説明・目次
内容説明
A framework for anticipating and managing cultural differences at the negotiating table In today's global environment, negotiators who understand cultural differences and negotiation fundamentals have a decided advantage at the bargaining table. This thoroughly revised and updated edition of Negotiating Globally explains how culture affects negotiators' assumptions about when and how to negotiate, their interests and priorities, and their strategies. It explains how confrontation, motivation, influence, and information strategies shift due to culture. It provides strategic advice for negotiators whose deals, disputes, and decisions cross cultural boundaries, and shows how to anticipate cultural differences and then manage them when they appear at the negotiating table. It challenges negotiators to expand their repertoire of strategies, so that they are prepared to negotiate deals, resolve disputes, and make decisions regardless of the culture in which they find themselves.
Includes a review of the various contexts and building blocks of negotiation strategy
Explains how and why negotiation may be practiced differently in different cultures and how to modify strategy when confronted with different cultural approaches
Explores the three primary cultural prototypes negotiators should understand
Negotiating Globally is ideal for those relatively new to negotiation, particularly in the global arena, and offers an overview of the various contexts and tactics of negotiation strategy. Written by an award-winning negotiation expert, this book provides an ideal framework for any and all global negotiations.
目次
Preface ix
Acknowledgments xix
The Author xxvii
1. Negotiation Basics 1
2. Culture and Negotiation 25
3. Culture and Strategy for Negotiating Deals 49
4. Resolving Disputes 81
5. Negotiating in Teams 117
6. Social Dilemmas 159
7. Negotiations Between Governments and Foreign Direct Investors 187
8. Will the World Adjust, or Must You? 215
Notes 227
Glossary 263
Name Index 273
Subject Index 281
「Nielsen BookData」 より