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.

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

Business & Money

Brett, Jeanne M.

International

Jossey-Bass

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. 
In this comprehensive resource, Jeanne M. Brett describes how to develop a negotiation planning document and shows how to execute the plan. She provides a model that explains how the cultural environment affects negotiators’ interests, priorities, and strategies. She provides benchmarks for distinguishing good deals from poor ones and good negotiators from poor ones. The book explains how resolving disputes is different from making deals and how negotiation strategy can be used in multicultural teams. Negotiating Globally challenges negotiators to expand their repertoire of strategies so that they will be able to close deals, resolve disputes, and get teams to make decisions.

Management & Leadership

Jossey-Bass Inc Pub

Causal Analysis: Assumptions, Models, and Data (Studying Organizations)

A review of techniques for testing causal hypotheses against empirical data is presented in this volume to discuss their utility in research on organizations. Ten conditions for use are outlined, and the advantages and disadvantages of these methods for organization research are examined. The authors also consider the philosophical issues that attach to the idea of causation.

Mulaik, Stanley A.

James, Lawrence R.

Business Culture

Sage Publications, Inc.

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. <ul>
<li>Includes a review of the various contexts and building blocks of negotiation strategy</li> <li>Explains how and why negotiation may be practiced differently in different cultures and how to modify strategy when confronted with different cultural approaches</li> <li>Explores the three primary cultural prototypes negotiators should understand</li> </ul>
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.

Negotiating Globally: How to Negotiate Deals, Resolve Disputes, and Make Decisions Across Cultural Boundaries (Jossey-bass Business & Management)

Review\n"Understanding what creates trust across cultures is more important than ever. A new book, Searching for Trust in the Global Economy, finds that there are cultural differences in the way managers decide to trust in developing new business, and that these differences persist despite widespread access to video conferencing. A major strength of this research-based book is its ability to offer pre- and mid-pandemic perspectives of developing trust in new business relationships." -- Martin Rand ― Forbes Magazine\n"Searching for Trust in the Global Economy is a must-read for anyone who is trying to build trust across cultural boundaries. Written by the foremost authorities on the topic, this book provides a comprehensive analysis of not only the key ways people around the world differ in their decision to trust, but why these differences have evolved in the first place. Filled with surprising insights that are based in the best science, along with practical advice on how to build new relationships across cultures, this book will forever change the way you view the world and make you more culturally intelligent." -- Michele Gelfand, Professor of Organizational Behavior, Stanford Graduate School of Business, and Professor of Psychology by Courtesy, Stanford University\n"You can do your business over the phone, you can hop on a Zoom call, or you can get on a plane. That’s the easy part of working in our global economy. The difficult part is figuring out how to build trust with clients and colleagues who come from a wide range of nations and cultural backgrounds. In this fascinating book Brett and Mitchell will show you how. Based on research that demonstrates key differences in how trust is built in a variety of world regions and offering practical strategies for how to increase your global effectiveness, this book is both timely and practical. A must-read!" -- Erin Meyer, Professor of Management Practice, INSEAD, and author of The Culture Map and No Rules Rules\n"Every culture puts a premium on trust, but each culture has its own norms for deciding who to trust. In this book, two experts synthesize their new research on how to earn trust and when to extend it. -- Adam Grant, #1 New York Times bestselling author of Think Again and host of the TED podcast WorkLife\n"Professors Brett and Mitchell shed light on the global importance of trust as we build business relationships. Through their research – and the words of managers they interview – they bring to life the important role that culture plays in developing trust. This book provides an actionable framework for those reaching out across boundaries, cultures, and countries to collaborate together effectively." -- Brian Welle, VP, People Analytics & Performance Management, Google\n"In a single volume, Jeanne Brett and Tyree Mitchell have provided the tools to significantly transform our understanding of the dynamics of trust and culture in a global economy. This book employs the latest analytic tools of ‘tight’ vs. ‘loose’ cultures to understand trust dynamics; employs valuable interviews and ethnographic data from multiple regions of the world to add rich and meaningful texture to its assessments; is eminently readable by both academics and practitioners; readily applies its analyses to draw implications for improving trust judgments and dynamics between international business partners." -- Roy J. Lewicki, Irving Abramowitz Memorial Professor Emeritus, Ohio State University\n"Based on solid literature and insights from recent interviews with managers across four regions of the world, Jeanne and Tyree provide extremely useful information about the CORR standards for deciding to trust – competence, openness, respect, and rapport. The book is timely in that it offers managers practical tools and tips for building trust, which is the scarce currency of both business and human life in the contemporary world." -- Zhi-Xue Zhang, Director, Institute of Social Science Survey, and Profe

Searching for Trust in the Global Economy

Mitchell, Tyree D.

Reference

Rotman-UTP Publishing

Build Conflict Control Into Your Organization Renowned mediator William Ury offers tested guidelines for designing a dispute resolution system to handle conflicts effectively on an ongoing basis. He explains how to diagnose and correct problems in an existing system or create and implement a new system where one does not exist. His four-phase process includes specific advice on involving adverse parties in diagnosing current problems, designing the system, and overcoming opposition to change. The result is a win-win formula for putting a system in place that contains the costs associated with conflict by addressing them as they arise.

Getting Disputes Resolved: Designing Systems to Cut the Costs of Conflict (Jossey-bass Management Series)

Ury, William L.

Goldberg, Stephen B.

Build Conflict Control Into Your OrganizationRenowned mediator William Ury offers tested guidelines for designing a dispute resolution system to handle conflicts effectively on an ongoing basis. He explains how to diagnose and correct problems in an existing system or create and implement a new system where one does not exist. His four-phase process includes specific advice on involving adverse parties in diagnosing current problems, designing the system, and overcoming opposition to change. The result is a win-win formula for putting a system in place that contains the costs associated with conflict by addressing them as they arise.

Getting Disputes Resolved: Designing Systems to Cut the Costs of Conflict

Ury, William

Program on Negotiation

See the best price to sell, buy, or rent books by Brett, Jeanne M.. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Books by Brett, Jeanne M.

See the best price to sell, buy, or rent books by Brett, Jeanne M.. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

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

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

Causal Analysis: Assumptions, Models, and Data (Studying Organizations)

Negotiating Globally: How to Negotiate Deals, Resolve Disputes, and Make Decisions Across Cultural Boundaries (Jossey-bass Business & Management)

Searching for Trust in the Global Economy

Getting Disputes Resolved: Designing Systems to Cut the Costs of Conflict (Jossey-bass Management Series)

Getting Disputes Resolved: Designing Systems to Cut the Costs of Conflict