Negotiating Globally How to Negotiate Deals, Resolve Disputes, and Make Decisions Across Cultural Boundaries

Negotiating Globally gives managers a basic reference for learning how to negotiate successfully across boundaries of national culture. Rather than centering on country-specific protocol and customs, this third edition of the popular book provides a general framework to help negotiators anticipate and manage cultural differences. This new edition will have thoroughly updated cases and examples to reflect the global and cultural changes since the second edition was published.

JEANNE M. BRETT is a founder and director of the Dispute Resolution Research Center at the Kellogg School of Management. She has over 25 years of experience as a researcher and trainer in the areas of deal making, decision making, and dispute resolution. As the DeWitt W. Buchanan Jr. Distinguished Professor of Dispute Resolution and Organizations at Kellogg, she has trained managers and executives around the world in the preeminent Kellogg negotiation methods. She is coauthor of Getting Disputes Resolved: Designing Systems to Cut the Costs of Conflict.

Preface

Acknowledgments

The Author

1. Negotiation Basics

2. Culture and Negotiation

3. Culture and Strategy for Negotiating Deals

4. Resolving Disputes

5. Negotiating in Teams

6. Social Dilemmas

7. Negotiations Between Governments and Foreign Direct Investors

8. Will the World Adjust, or Must You?

Notes

Glossary

Index