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

Author: Jeanne M. Brett (USA) | Translator:
Publisher:
Publish Date: 2005-05-01
Features: For managers of network organizations in multiple countries, culturally sensitive negotiation skills are increasingly becoming a necessity. This book will help managers and professionals acquire knowledge and develop the negotiation skills indispensable in today's global business environment. — Jacques Tibau, Brussels, Belgium, Management Development Department, S.A. Belco (Brussels, Belgium)
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 Department
In an increasingly globalized world, few topics are more critical or more perplexing than cross-cultural negotiation. This book provides extensive 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 pioneered the negotiation course at the Kellogg School of Management. Now she collaborates with managers from North America, Europe, Asia, and the Middle East to expand it globally. The actionable advice she offers provides deep and unique insights into global negotiation. — Donald P. Jacobs, Dean of the Kellogg School of Management 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 Jeanne M. Brett provides a clear framework to guide managers across cultural boundaries, achieve value-added transactions, resolve disputes, maintain relationships, and make decisions for global implementation. The book explains how to successfully negotiate across national cultural boundaries. It explores how culture influences negotiation, as well as the assumptions negotiators make about when and how to negotiate. It discusses how culture affects negotiators' interests, priorities, and strategies—the way they approach negotiations. It explains how confrontation, incentives, influence, and information strategies vary across cultures. It offers strategic advice for negotiators whose transactions, 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 focus from achieving transactions to resolving disputes. Chapter 4 centers on 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. Chapter 7 explores whether Western negotiation strategies will soon dominate global negotiation, much like 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 boundary 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. International organizations and national and local government officials frequently engage in cross-cultural negotiations. Lawyers, government officials, and managers all need to master the professional skills of global negotiation.
If you must negotiate transactions, 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 discover that familiar negotiation concepts such as "negotiation influence" and "interests" have different meanings in different cultures. This book will expand your existing knowledge of negotiating in a global environment. If you have not received formal negotiation training, this book will introduce you to all the basic concepts of negotiation and explain their application in different cultural contexts.