Negotiating Globally: How to Negotiate Deals, Resolve Disputes, and Make Decisions Across Cultural Boundaries

by Jeanne M. Brett

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.

Genres: Leadership, Business

405 pages, Kindle Edition

First published April 23, 2001

Reviews

[Paul Whitla · Rating 3 out of 5]

The book provides as much background on the basics of negotiation as it does culture, indeed perhaps more of the former than the latter. Covers various negotiating scenarios including negotiating across cultures, managing intercultural conflict in teams and inter governmental negotiations. Reasonably concise given the subject matter.

Could be criticized for having a limited number of examples and much of the empirical evidence to support the points made comes from results of a negotiation scenario exercise carried out by Kellogg mba students.

[Anushka Ragoonath · Rating 3 out of 5]

Read this for negotiation class.