Negotiating Globally

In an increasingly global business environment, cultural misunderstandings may sabotage even the simplest negotiation. Negotiating Globally is an essential, highly accessible resource for navigating the boundaries of culture at the negotiating table. Jeanne M. Brett provides a clear framework to guide managers around cultural boundaries, close deals that create value, resolve disputes to preserve relationships, and make decisions that get implemented around the world. "Culturally sensitive negotiating skills are increasingly necessary for managing in multinational network organizations. Negotiating Globally will help managers and professionals acquire the knowledge and develop the skills that are indispensable in today's global business environment." --Jacques Tibau, management development, UCB, Brussels "If you face tough negotiations in multicultural settings this book covers all the bases. What makes it even better is that Jeanne Brett has developed and tested her strategic advice with thousands of international executives." --Akihiro Okumura, Professor, Graduate School of Business Administration, Keio University, Japan "Need to resolve a dispute with a Chinese joint venture partner, close a deal with an Israeli software supplier, lead a multicultural team? Negotiating Globally will help you develop culturally sensitive strategies for all these settings." --William P. Hobgood, senior vice president, People Division, United Airlines "In a globalizing world, few subjects are as critical? or as confusing? as negotiating across cultural boundaries. Jeanne M. Brett's Negotiating Globally offers a wealth of fascinating data, insightful analysis, and practical advice to all those engaged in making deals, resolving disputes, or simply making decisions together with people from a different culture." --William Ury, coauthor of Getting to YES and author of The Third Side "Jeanne Brett originated Kellogg's negotiation curriculum. Now she has taken it global, working with managers from North America, Europe, Asia, and the Middle East. Her practical advice provides unique insight into the realities of negotiating globally." --Donald P. Jacobs, dean, J. L. Kellogg Graduate School of Management, Northwestern University

Brett (dispute resolution and organizations, Northwestern U.) offers advice for negotiators on successfully crossing national and cultural barriers. Rather than focusing on protocol or customs, the book provides information and strategies that apply to any cross-cultural negotiation. Based on a systematic study of negotiators from Asia, Europe, the Middle East, and the Americas, it offers suggestions for managing cultural differences whenever they appear at the negotiating table.
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J.M. Brett offers advice for negotiators on successfully crossing national and cultural barriers. Rather than focusing on protocol or customs, the book provides information and strategies that apply to any cross-cultural negotiation.

In today's global business environment, negotiators who understand how culture affects negotiation fundamentals have a decided advantage at the bargaining table. Negotiators' interests, their assumptions about strategy, and the economic, social, legal, and political context of negotiation all vary with culture. Negotiating Globally shows how to successfully navigate across boundaries of national culture when negotiating deals, resolving disputes, and making decisions. Rather than offering country-specific protocol and customs, Negotiating Globally provides a general framework to help negotiators manage cultural differences whenever they appear at the negotiation table. Drawing on systematic study of negotiators from Asia, Europe, the Middle East, and the Americas, Jeanne M. Brett provides practical advice for closing deals?how to get information and how to manage power?around the world. The book explains how to navigate the treacherous waters of conflict management in cultures where direct confrontation is not the norm and face saving is imperative and provides concrete advice for managers and leaders to coax high-quality decisions out of multicultural teams. Brett uses real-world examples to illustrate how the political and legal context of negotiation affects parties' interests and gives strategic advice for dealing with corruption in international business transactions. Negotiating Globally challenges negotiators to expand their repertoire of strategies so that they will be able to close deals, resolve disputes, and get teams to make decisions regardless of the cultures represented at the table. The Author Jeanne M. Brett is the DeWitt W. Buchanan Jr. Distinguished Professor of Dispute Resolution and Organizations at the J. L. Kellogg Graduate School of Management, Northwestern University, where she is also the director and a founding member of the Dispute Resolution Research Center. She divides her time between research, teaching and consulting on negotiation strategies in a global environment. Brett is coauthor of Getting Disputes Resolved: Designing Systems to Cut the Costs of Conflict (Jossey-Bass, 1988).

Negotiating Globally is an essential resource that provides managers with an accessible framework to help them customize and adjust negotiations as they navigate cultural boundaries. Written by an internationally acknowledged expert on the subject, this book will help negotiators cross ethnocentric and geopolitical boundaries successfully as it provides solid information and strategies that will be useful in any cross-cultural negotiation. Packed with practical advice on how to manage cultural differences whenever they appear at the negotiation table, Negotiating Globally is a key resource when it comes to negotiating deals, resolving disputes, and making decisions in the global market. Instructive stories and cases from the author's original research give readers a real-world look at the author's advice in action.

JEANNE M. BRETT is the DeWitt W. Buchanan Jr. Distinguished Professor of Dispute Resolution and Organizations at the J. L. Kellogg Graduate School of Management, Northwestern University, where she is also the director and a founding member of the Dispute Resolution Research Center. She divides her time between research, teaching and consulting on negotiation strategies in a global environment. Brett is coauthor of Getting Disputes Resolved: Designing Systems to Cut the Costs of Conflict (Jossey-Bass, 1988).

CD-ROM Contents.

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.

How to Use the CD-ROM.