| Description |
1 online resource (xvii, 288 pages) |
|
text file |
| Series |
The Jossey-Bass business & management series |
|
Jossey-Bass business & management series.
|
| Bibliography |
Includes bibliographical references and index. |
| Contents |
1. Negotiation Basics -- 2. Culture and Negotiation -- 3. Culture and Strategy for Negotiating Deals -- 4. Resolving Disputes -- 5. Negotiating in Teams -- 6. Social Dilemmas -- 7. Negotiations Between Governments and Foreign Direct Investors -- 8. Will the World Adjust, or Must You? |
| Summary |
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 advi. |
| Language |
English. |
| Subject |
Negotiation in business -- Cross-cultural studies.
|
|
Negotiation -- Cross-cultural studies.
|
|
Decision making -- Cross-cultural studies.
|
|
Conflict management -- Cross-cultural studies.
|
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Négociations (Affaires) -- Études transculturelles. |
|
Négociations -- Études transculturelles. |
|
Prise de décision -- Études transculturelles. |
|
Gestion des conflits -- Études transculturelles. |
|
Conflict management |
|
Decision making |
|
Negotiation |
|
Negotiation in business |
| Indexed Term |
Business |
| Genre |
Cross-cultural studies
|
| Other Form: |
Print version: Brett, Jeanne M. Negotiating globally. Third edition. San Francisco, CA : Jossey-Bass, [2014] 9781118602614 (DLC) 2013047582 (OCoLC)865452332 |
| ISBN |
9781118611500 (pdf) |
|
1118611500 (pdf) |
|
9781118611586 (epub) |
|
1118611586 (epub) |
|
1118602617 |
|
9781118602614 |
|
(cloth/website) |
|
(cloth/website) |
| Standard No. |
9781118611586 |
|
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