Global Negotiations: Cross-Cultural Transaction Negotiation, Dispute Resolution, and Decision Making

Author: (USA) Jeanne M. Brett
Publisher:
Publish Date: 2005-05-01
Features: For managers and professionals involved in cross-border negotiations within multinational organizations, culturally sensitive negotiation skills are increasingly becoming a necessity. This book will help them acquire knowledge and develop the negotiation skills essential in today's global business environment. — Jacques Tibau, Brussels, Belgium, S.A. of Chemicals, Management Development Division
Do you need to resolve disputes with joint venture partners? To negotiate with software suppliers? To lead multicultural teams? This book will help you develop culturally sensitive negotiation and conflict management strategies suitable for all these situations. — William P. Hobgood, Senior Vice President, United Airlines People Division
In an increasingly globalized world, few topics are more critical or more perplexing than cross-cultural negotiation. This book provides substantial data, in-depth analysis, and actionable advice for anyone involved in reaching agreements, resolving disputes, or making decisions with people from different cultures. — William Ury, Co-author of Getting to YES and The Third Side
Jeanne M. Brett, who pioneered the negotiation course at Kellogg School of Management, now works with managers in North America, Europe, Asia, and the Middle East to expand it globally. The practical advice she offers provides unique insights into global negotiation. — Donald P. Jacobs, Dean of the Kellogg Graduate School of Management, Northwestern University
In today's increasingly globalized business environment, even the simplest negotiations can break down due to cultural misunderstandings. This book is the most accessible desk reference for navigating cross-cultural boundaries at the negotiation table. Renowned negotiation expert Professor Jeanne M. Brett provides a clear framework to guide managers across cultural boundaries, achieve value-added agreements, resolve disputes, maintain relationships, and make decisions for global implementation. The book explains how to successfully negotiate across national cultures. It explores how culture influences negotiation and the assumptions negotiators make about when and how to negotiate. It discusses how culture affects negotiators' interests, priorities, and strategies—the way they approach negotiation. It explains how confrontation, incentives, influence, and information strategies vary across cultures. It offers strategic advice for negotiators whose deals, disputes, and decisions must cross cultural boundaries. The book is divided into seven chapters: Chapter 1 lays the foundation for understanding how culture influences transactional contract negotiations, dispute resolution negotiations, and multicultural team decision-making negotiations; Chapter 2 presents specific advice for cross-cultural transactional negotiations; Chapter 3 shifts from achieving deals to resolving disputes; the focus of Chapter 4 is multicultural teams; Chapter 5 describes different types of social dilemmas and how to use psychology to manage them; Chapter 6 uses real-world examples to set the stage for strategic advice; and Chapter 7 explores whether Western negotiation strategies will dominate global negotiation as English dominates global communication. The advice in this book is not only applicable to managers and management students who wish to engage in cross-cultural negotiations but also to lawyers and legal students concerned with economic development in global environments, as well as government officials and public policy students. Global negotiation occurs in multiple legal environments, and international organizations, as well as national and local government officials, often engage in cross-cultural negotiations. Lawyers, government officials, and managers all need to master the professional skills of global negotiation.
If you must negotiate deals, resolve disputes, or make decisions in multicultural environments, this book is written for you. If you have received formal negotiation training but not formal cultural training, you will find that familiar negotiation concepts such as "negotiation influence" and "interests" have different meanings in different cultures. This book will expand your understanding of negotiation in a global context. If you have not received formal negotiation training, this book will introduce you to the basic concepts of negotiation and explain their application in different cultural contexts.