Coverart for item
The Resource Negotiating globally : how to negotiate deals, resolve disputes, and make decisions across cultural boundaries, Jeanne M. Brett

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

Label
Negotiating globally : how to negotiate deals, resolve disputes, and make decisions across cultural boundaries
Title
Negotiating globally
Title remainder
how to negotiate deals, resolve disputes, and make decisions across cultural boundaries
Statement of responsibility
Jeanne M. Brett
Creator
Subject
Genre
Language
eng
Summary
"When it was first published in 2001, Negotiating Globally quickly became the basic reference for managers who needed to learn how to negotiate successfully across boundaries of national culture. This thoroughly revised and expanded second edition preserves the structure of the acclaimed first edition and improves upon it, making it even easier to learn how to navigate national culture when negotiating deals, resolving disputes, and making decisions in teams. Rather than offering country-specific protocol and customs, Negotiating Globally provides a general framework to help negotiators anticipate and manage cultural differences. This new edition incorporates the lessons of the latest research with new emphasis on executing a negotiation strategy and negotiating conflict in multicultural teams. The well-received chapter on "Government at and Around the Table" has been expanded and updated with new examples that span the globe."--Jacket
Member of
Cataloging source
N$T
http://library.link/vocab/creatorName
Brett, Jeanne M
Dewey number
658.4/052
Illustrations
illustrations
Index
index present
LC call number
HD58.6
LC item number
.B74 2007eb
Literary form
non fiction
Nature of contents
  • dictionaries
  • bibliography
Series statement
The Jossey-Bass business & management series
http://library.link/vocab/subjectName
  • Negotiation in business
  • Negotiation
  • Decision making
  • Conflict management
  • BUSINESS & ECONOMICS
  • Conflict management
  • Decision making
  • Negotiation
  • Negotiation in business
Label
Negotiating globally : how to negotiate deals, resolve disputes, and make decisions across cultural boundaries, Jeanne M. Brett
Instantiates
Publication
Antecedent source
unknown
Bibliography note
Includes bibliographical references (pages 289-323) and index
Carrier category
online resource
Carrier category code
  • cr
Carrier MARC source
rdacarrier
Color
multicolored
Content category
text
Content type code
  • txt
Content type MARC source
rdacontent
Contents
Cover -- Contents -- CD-ROM Contents -- Preface -- Researching Multicultural Factors -- The Plan of the Book -- New in This Edition -- Handling Terms -- Acknowledgments -- The Author -- Chapter 1: Negotiation Basics -- Venues for Negotiation -- Net Value Outcomes-What Negotiators Are Trying to Accomplish -- The Building Blocks of Negotiation Strategy -- Combining Fundamentals: The Negotiation Planning Document -- Strategic Choices in Negotiation -- Finished with the Basics -- Chapter 2: Culture and Negotiation -- What Is Culture? -- Behaviors and Institutions -- Cultural Values, Beliefs, Norms, and Knowledge Structures -- Cultural Assumptions -- A Model of How Culture Affects Negotiation -- A Complex Link -- Chapter 3: Culture and Integrative Deals -- Three Criteria for Good Deals Versus Bad Deals -- Cartoon: A Simulation for Studying Deal-Making Negotiation Behavior -- Analyzing the Cartoon Negotiation for Integrative Value -- Negotiating Across Cultures: The Cartoon Outcome Study -- Contingent Contracts -- Moving Through the Normal Stages of Negotiation -- Chapter 4: Executing Negotiation Strategy -- Participants, Data Collection, and Coding Strategies -- Integrative Strategies, Time, and Joint Gains -- Distributive Strategies to Capture Net Value Within an Integrative Agreement -- Culture, Stage, Strategy, and Outcomes -- Using Stages of Negotiation to Judge Progress -- Consolidating Knowledge About Negotiation Strategy -- Chapter 5: Resolving Disputes -- How Disputes Arise and Escalate -- Interests, Rights, and Power: Three Approaches to Resolving Disputes -- Procedural Choices for Resolving Disputes -- Excellent Dispute Resolvers -- Chapter 6: Third Parties and Dispute Resolution -- Third Parties with Authority to Resolve Disputes -- Third Parties Without Authority to Resolve Disputes -- Culture and Third-Party Roles in Disputes -- Effective Dispute Resolution in a Third-Party Context -- Chapter 7: Negotiating Decisions and Managing Conflict in Multicultural Teams -- Three Types of Conflict in Multicultural Teams -- Negotiating High-Quality Decisions and Managing Conflict in Multicultural Teams -- Effective Multicultural Teams -- Requirements for Effective Multicultural Teams -- Chapter 8: Social Dilemmas -- Social Dilemmas and Prisoner's Dilemmas -- Types of Social Dilemmas -- Using Negotiation Skills to Manage Social Dilemmas -- Negotiating Individual and Collective Interests in Social Dilemmas -- Chapter 9: Government At and Around the Table -- Government Interests in Foreign Investment -- Foreign Investor Interests, Risks, and Hedges -- Challenges When Negotiating Globally -- Keeping Your Employees Safe in Global Assignments -- The Ugly Side of Free Trade -- Government At and Around the Negotiating Table -- Chapter 10: Will the World Adjust, or Must You? -- What's Likely to Happen with "Global" English? -- Why Not to Expect a Standardized Global Negotiation Culture -- Adjustments Toward Becoming a More Effective Global Negotiator -- Excellent Global Negotiators -- Notes -- Glossary -- Index -- How to Use the CD-ROM -- System Requirements -- Using the CD with Windows -- In Case of Trouble -- Last Page
Control code
173661435
Dimensions
unknown
Edition
2nd ed.
Extent
1 online resource (xxv, 350 pages)
File format
unknown
Form of item
online
Isbn
9780787997519
Lccn
2007019065
Level of compression
unknown
Media category
computer
Media MARC source
rdamedia
Media type code
  • c
Other physical details
illustrations.
http://library.link/vocab/ext/overdrive/overdriveId
cl0500000017
Quality assurance targets
not applicable
Reformatting quality
unknown
Sound
unknown sound
Specific material designation
remote
System control number
(OCoLC)173661435
Label
Negotiating globally : how to negotiate deals, resolve disputes, and make decisions across cultural boundaries, Jeanne M. Brett
Publication
Antecedent source
unknown
Bibliography note
Includes bibliographical references (pages 289-323) and index
Carrier category
online resource
Carrier category code
  • cr
Carrier MARC source
rdacarrier
Color
multicolored
Content category
text
Content type code
  • txt
Content type MARC source
rdacontent
Contents
Cover -- Contents -- CD-ROM Contents -- Preface -- Researching Multicultural Factors -- The Plan of the Book -- New in This Edition -- Handling Terms -- Acknowledgments -- The Author -- Chapter 1: Negotiation Basics -- Venues for Negotiation -- Net Value Outcomes-What Negotiators Are Trying to Accomplish -- The Building Blocks of Negotiation Strategy -- Combining Fundamentals: The Negotiation Planning Document -- Strategic Choices in Negotiation -- Finished with the Basics -- Chapter 2: Culture and Negotiation -- What Is Culture? -- Behaviors and Institutions -- Cultural Values, Beliefs, Norms, and Knowledge Structures -- Cultural Assumptions -- A Model of How Culture Affects Negotiation -- A Complex Link -- Chapter 3: Culture and Integrative Deals -- Three Criteria for Good Deals Versus Bad Deals -- Cartoon: A Simulation for Studying Deal-Making Negotiation Behavior -- Analyzing the Cartoon Negotiation for Integrative Value -- Negotiating Across Cultures: The Cartoon Outcome Study -- Contingent Contracts -- Moving Through the Normal Stages of Negotiation -- Chapter 4: Executing Negotiation Strategy -- Participants, Data Collection, and Coding Strategies -- Integrative Strategies, Time, and Joint Gains -- Distributive Strategies to Capture Net Value Within an Integrative Agreement -- Culture, Stage, Strategy, and Outcomes -- Using Stages of Negotiation to Judge Progress -- Consolidating Knowledge About Negotiation Strategy -- Chapter 5: Resolving Disputes -- How Disputes Arise and Escalate -- Interests, Rights, and Power: Three Approaches to Resolving Disputes -- Procedural Choices for Resolving Disputes -- Excellent Dispute Resolvers -- Chapter 6: Third Parties and Dispute Resolution -- Third Parties with Authority to Resolve Disputes -- Third Parties Without Authority to Resolve Disputes -- Culture and Third-Party Roles in Disputes -- Effective Dispute Resolution in a Third-Party Context -- Chapter 7: Negotiating Decisions and Managing Conflict in Multicultural Teams -- Three Types of Conflict in Multicultural Teams -- Negotiating High-Quality Decisions and Managing Conflict in Multicultural Teams -- Effective Multicultural Teams -- Requirements for Effective Multicultural Teams -- Chapter 8: Social Dilemmas -- Social Dilemmas and Prisoner's Dilemmas -- Types of Social Dilemmas -- Using Negotiation Skills to Manage Social Dilemmas -- Negotiating Individual and Collective Interests in Social Dilemmas -- Chapter 9: Government At and Around the Table -- Government Interests in Foreign Investment -- Foreign Investor Interests, Risks, and Hedges -- Challenges When Negotiating Globally -- Keeping Your Employees Safe in Global Assignments -- The Ugly Side of Free Trade -- Government At and Around the Negotiating Table -- Chapter 10: Will the World Adjust, or Must You? -- What's Likely to Happen with "Global" English? -- Why Not to Expect a Standardized Global Negotiation Culture -- Adjustments Toward Becoming a More Effective Global Negotiator -- Excellent Global Negotiators -- Notes -- Glossary -- Index -- How to Use the CD-ROM -- System Requirements -- Using the CD with Windows -- In Case of Trouble -- Last Page
Control code
173661435
Dimensions
unknown
Edition
2nd ed.
Extent
1 online resource (xxv, 350 pages)
File format
unknown
Form of item
online
Isbn
9780787997519
Lccn
2007019065
Level of compression
unknown
Media category
computer
Media MARC source
rdamedia
Media type code
  • c
Other physical details
illustrations.
http://library.link/vocab/ext/overdrive/overdriveId
cl0500000017
Quality assurance targets
not applicable
Reformatting quality
unknown
Sound
unknown sound
Specific material designation
remote
System control number
(OCoLC)173661435

Library Locations

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      1 University Blvd, St. Louis, MO, 63121, US
      38.710138 -90.311107
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