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

<內容簡介>

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.

<章節目錄>

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.