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

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Contenido

Cultural differences can make negotiations difficult--and can often doom what looks like the simplest negotiation. This second edition of Negotiating Globally is about what negotiators can do to cross culutral boundaries successfully. This book is not about protocol and customs nor a book that gives a long list of tactics. Rather than advise how to act ‘when in Rome,’ the book provides information and strategies that will be useful in any cross-cultural negotiation, advising how to manage cultural difference whenever they appear at the negotiation table.

   INDICE: Preface. Acknowledgments. The Author. 1. Negotiation Basics. 2. Culture and Negotiation. 3. Culture and Integrative Deals. 4. Executing Negotiation Strategy. 5. Resolving Disputes. 6. Third Parties and Dispute Resolution. 7. Negotiating Decisions and Managing Conflict in Multicultural Teams. 8. Social Dilemmas. 9. Government at and Around the Table. 10. Will the World Adjust, or Must You? Notes. Glossary. Index.

Interés para ...

Lawyers, government officials, professionals, consultants, students and academics of negotiation, conflict resolution, mediation, and international business, both in the US and internationally.

Detalles del artículo

• Páginas : 384
• Editorial : John Wiley and Sons
• Idioma : Inglés
• Fecha de Publicación : 01/09/2007
• ISBN: 9780787988364
• Encuadernación : Cartoné
• Material Anejo : 1 cd-rom
• Nº Volúmenes : 1
• Nº Edición : 2
• País de Publicación : Estados Unidos
• Lugar de Publicación : San Francisco