000			03052nam a2200289 i 4500
003			MIUC
005			20191028101705.0
008			150303s2014||||nju s|||||||||||eng|d
020			_a9781118611586
040			_aMIUC _beng _cMIUC
082	0		_a658.405
100	1		_91691 _aBrett, Jeanne M.
245	1	0	_aNegotiating globally _h[electronic resource] : _bhow to negotiate deals, resolve disputes, and make decisions across cultural boundaries / _cJeanne M. Brett.
250			_a3rd ed.
260			_aHoboken : _bWiley, _c2014.
300			_a1 online resource (320 p.).
490	0		_aThe Jossey-Bass business & management series
504			_aIncludes bibliographical references and index.
505	0		_aCh. 1. Negotiation basics -- Ch. 2. Culture and negotiation -- Ch. 3. Culture and strategy for negotiating deals -- Ch. 4. Resolving disputes -- Ch. 5. Negotiating in teams -- Ch. 6. Social dilemmas -- Ch. 7. Negotiations between governments and foreign direct investors -- Ch. 8. Will the world adjust, or must you?
520			_aA framework for anticipating and managing cultural differences at the negotiating table In today's global environment, negotiators who understand cultural differences and negotiation fundamentals have a decided advantage at the bargaining table. This thoroughly revised and updated edition of Negotiating Globally explains how culture affects negotiators' assumptions about when and how to negotiate, their interests and priorities, and their strategies. It explains how confrontation, motivation, influence, and information strategies shift due to culture. It provides strategic advice for negotiators whose deals, disputes, and decisions cross cultural boundaries, and shows how to anticipate cultural differences and then manage them when they appear at the negotiating table. It challenges negotiators to expand their repertoire of strategies, so that they are prepared to negotiate deals, resolve disputes, and make decisions regardless of the culture in which they find themselves. Includes a review of the various contexts and building blocks of negotiation strategy. Explains how and why negotiation may be practiced differently in different cultures and how to modify strategy when confronted with different cultural approachesExplores the three primary cultural prototypes negotiators should understand Negotiating Globally is ideal for those relatively new to negotiation, particularly in the global arena, and offers an overview of the various contexts and tactics of negotiation strategy. Written by an award-winning negotiation expert, this book provides an ideal framework for any and all global negotiations.
650		0	_9672 _aNegotiation in business _vCross-cultural studies
650		0	_9673 _aNegotiation _vCross-cultural studies
650		0	_972 _aDecision making _vCross-cultural studies
650		0	_9675 _aConflict management _vCross-cultural studies
856	4	2	_uhttp://ebookcentral.proquest.com/lib/miu/detail.action?docID=1651185 _zClick here to view
942			_2ddc _cELEC