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

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 Ne...

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Bibliographic Details
Main Author: Brett, Jeanne M.
Format: eBook
Language:English
Published: San Francisco, CA Jossey-Bass 2014
Edition:Third edition
Series:The Jossey-Bass business & management series
Subjects:
Online Access:
Collection: O'Reilly - Collection details see MPG.ReNa
Description
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
Physical Description:xvii, 288 pages
ISBN:9781118611586
9781118602614
1118611586
1118602617
1118611500
9781118611500