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?
Summary
A 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 advi
