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- catalog abstract ""In today's global business environment, negotiators who understand how culture affects negotiation fundamentals have a decided advantage at the bargaining table. Negotiators' interests, their assumptions about strategy, and the economic, social, legal, and political context of negotiation all vary with culture." "Negotiating Globally shows how to successfully navigate across boundaries of national culture when negotiating deals, resolving disputes, and making decisions. Rather than offering country-specific protocol and customs, Negotiating Globally provides a general framework to help negotiators manage cultural differences whenever they appear at the negotiation table. Drawing on systematic study of negotiators from Asia, Europe, the Middle East, and the Americas, Jeanne M. Brett provides practical advice for closing deals - how to get information and how to manage power - around the world. The book explains how to navigate the treacherous waters of conflict management in cultures where direct confrontation is not the norm and face saving is imperative and provides concrete advice for managers and leaders to coax high-quality decisions out of multicultural teams. Brett uses real-world examples to illustrate how the political and legal context of negotiation affects parties' interests and gives strategic advice for dealing with corruption in international business transactions."--Jacket.".
- catalog contributor b12056561.
- catalog created "c2001.".
- catalog date "2001".
- catalog date "c2001.".
- catalog dateCopyrighted "c2001.".
- catalog description ""In today's global business environment, negotiators who understand how culture affects negotiation fundamentals have a decided advantage at the bargaining table. Negotiators' interests, their assumptions about strategy, and the economic, social, legal, and political context of negotiation all vary with culture." "Negotiating Globally shows how to successfully navigate across boundaries of national culture when negotiating deals, resolving disputes, and making decisions. Rather than offering country-specific protocol and customs, Negotiating Globally provides a general framework to help negotiators manage cultural differences whenever they appear at the negotiation table. Drawing on systematic study of negotiators from Asia, Europe, the Middle East, and the Americas, Jeanne M. Brett provides practical advice for closing deals - how to get information and how to manage power - around the world. The book explains how to navigate the treacherous waters of conflict management in cultures where direct confrontation is not the norm and face saving is imperative and provides concrete advice for managers and leaders to coax high-quality decisions out of multicultural teams. Brett uses real-world examples to illustrate how the political and legal context of negotiation affects parties' interests and gives strategic advice for dealing with corruption in international business transactions."--Jacket.".
- catalog description "Includes bibliographical references (p 211-231) and index.".
- catalog description "Negotiation and culture : a framework -- Negotiating deals -- Resolving disputes -- Making decisions and managing conflict in multi-cultural teams -- Social dilemmas -- Government at and around the table.".
- catalog extent "xxxi, 246 p. :".
- catalog hasFormat "Negotiating globally.".
- catalog identifier "0787955868 (alk. paper)".
- catalog isFormatOf "Negotiating globally.".
- catalog isPartOf "The Jossey-Bass business & management series".
- catalog issued "2001".
- catalog issued "c2001.".
- catalog language "eng".
- catalog publisher "San Francisco, Calif. : Jossey-Bass,".
- catalog relation "Negotiating globally.".
- catalog subject "658.4/052 21".
- catalog subject "Conflict management Cross-cultural studies.".
- catalog subject "Decision making Cross-cultural studies.".
- catalog subject "HD58.6 .B74 2001".
- catalog subject "Negotiation Cross-cultural studies.".
- catalog subject "Negotiation in business Cross-cultural studies.".
- catalog tableOfContents "Negotiation and culture : a framework -- Negotiating deals -- Resolving disputes -- Making decisions and managing conflict in multi-cultural teams -- Social dilemmas -- Government at and around the table.".
- catalog title "Negotiating globally : how to negotiate deals, resolve disputes, and make decisions across cultural boundaries / Jeanne M. Brett.".
- catalog type "Cross-cultural studies. fast".
- catalog type "text".