Negotiating globally : how to negotiate deals, resolve disputes, and make decisions across cultural boundaries

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.

Record details

ISBN: 1118602617
ISBN: 9781118602614
ISBN: 9781118602614
ISBN: 1118602617
ISBN: 1118611586
ISBN: 9781118611586
ISBN: 1118611500
ISBN: 9781118611500
Physical Description: 1 online resource (xvii, 288 pages)
remote
Edition: Third edition.
Publisher: San Francisco, CA : Jossey-Bass, [2014]

Content descriptions

Bibliography, etc. Note:	Includes bibliographical references and index.
Formatted Contents Note:	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?
Information Relating to Copyright Status:	Copyright © Jossey-Bass
Language Note:	English.
Source of Description Note:	Print version record.