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

by Jeanne M. Brett

Negotiating Globally is an essential resource that provides managers with an accessible framework to help them customize and adjust negotiations as they navigate cultural boundaries. Written by an internationally acknowledged expert on the subject, this book will help negotiators cross ethnocentric and geopolitical boundaries successfully as it provides solid information and strategies that will be useful in any cross-cultural negotiation. Packed with practical advice on how to manage cultural differences whenever they appear at the negotiation table, Negotiating Globally is a key resource when it comes to negotiating deals, resolving disputes, and making decisions in the global market. Instructive stories and cases from the author's original research give readers a real-world look at the author's advice in action.

Genres: Leadership, Business

246 pages, Hardcover

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.