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210123 ||| eng |
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|a 9781118611586
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|a 9781118602614
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|a 1118611586
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|a 1118602617
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|a 1118611500
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|a 9781118611500
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|a HD58.6
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|a Brett, Jeanne M.
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|a Negotiating globally
|b how to negotiate deals, resolve disputes, and make decisions across cultural boundaries
|c Jeanne M. Brett
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|a Third edition
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|a San Francisco, CA
|b Jossey-Bass
|c 2014
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| 300 |
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|a xvii, 288 pages
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|a Includes bibliographical references and index
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|a 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?
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| 653 |
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|a BUSINESS & ECONOMICS / Management Science / bisacsh
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| 653 |
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|a Conflict management / Cross-cultural studies
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| 653 |
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|a BUSINESS & ECONOMICS / Management / bisacsh
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| 653 |
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|a Business
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| 653 |
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|a Prise de décision / Études transculturelles
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| 653 |
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|a Négociations (Affaires) / Études transculturelles
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| 653 |
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|a Gestion des conflits / Études transculturelles
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| 653 |
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|a Conflict management / fast
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| 653 |
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|a BUSINESS & ECONOMICS / Organizational Behavior / bisacsh
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| 653 |
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|a Negotiation in business / fast
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| 653 |
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|a Negotiation in business / Cross-cultural studies
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| 653 |
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|a Négociations / Études transculturelles
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| 653 |
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|a Negotiation / fast
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| 653 |
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|a Decision making / fast
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| 653 |
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|a Negotiation / Cross-cultural studies
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| 653 |
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|a Decision making / Cross-cultural studies
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| 653 |
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|a BUSINESS & ECONOMICS / Industrial Management / bisacsh
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| 041 |
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|a eng
|2 ISO 639-2
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| 989 |
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|b OREILLY
|a O'Reilly
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|a The Jossey-Bass business & management series
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|z 1118602617
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|z 9781118602614
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|u https://learning.oreilly.com/library/view/~/9781118611586/?ar
|x Verlag
|3 Volltext
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|a 658.4053
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|a 153.83
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|a 658.4052
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|a 670
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|a 302.3
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|a 658.4/052
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|a 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
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