When it was first published in 2001, Negotiating Globally quickly became the basic reference for managers who needed to learn how to negotiate successfully across boundaries of national culture. This thoroughly revised and expanded second edition preserves the structure of the acclaimed first edition and improves upon it, making it even easier to learn how to navigate national culture when negotiating deals, resolving disputes, and making decisions in teams. Rather than offering country-specific protocol and customs, Negotiating Globally provides a general framework to help negotiators anticipate and manage cultural differences. This new edition incorporates the lessons of the latest research with new emphasis on executing a negotiation strategy and negotiating conflict in multicultural teams. The well-received chapter on "Government at and Around the Table" has been expanded and updated with new examples that span the globe.

In this comprehensive resource, Jeanne M. Brett describes how to develop a negotiation planning document and shows how to execute the plan. She provides a model that explains how the cultural environment affects negotiators' interests, priorities, and strategies. She provides benchmarks for distinguishing good deals from poor ones and dependable negotiators from inferior ones. The book explains how resolving disputes is different from making deals and how negotiation strategy can be used in multicultural teams. 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.

This new edition includes a CD-ROM that contains illustrative case studies based on real global negotiations. There is, in addition, a complete online Instructor's Guide with teaching notes, course outlines, and advice for what experiential negotiation exercises to use to teach the principles underlying each chapter. The Instructor's Guide is available at www.wiley.com/college.

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.
Annotation c. Book News, Inc., Portland, OR (booknews.com)

"A useful reference for anyone working in a multicultural environment who wants advice for improving their negotiation outcomes."  (Supply Management, Thursday 13th December 2007)

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 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 allthose 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

Praise for Negotiating Globally, Second Edition

"Jeanne Brett is an authority on negotiating across cultural boundaries. This book, grounded in research with managers from Asia, Europe, North and South America, and the Middle East, leaves no doubt as to why."

—Donald P. Jacobs, dean emeritus, Kellogg School of Management,Northwestern University

"Negotiating with governments is essential for foreign direct investors. Negotiating Globally explains how to take government interests seriously in order to make business investments both profitable and sustainable."

—Alain Pekar Lempereur, professor of public and private policy,ESSEC, Cergy, France

"Few subjects are as critical—or as confusing—as negotiating across cultural boundaries. Jeanne Brett's Negotiating Globally offers a wealth of fascinating data, insightful analysis, and practical advice for negotiating deals, resolving disputes, and making decisions with people from different cultures."

—William Ury, Global Negotiation Project, Harvard University

"Do you need to resolve a dispute with a Russian partner, close a deal with a Middle Eastern buyer, set up a business in the Far East? Negotiating Globally provides culturally sensitive practical advice for negotiating in all these settings."

—Dr. Andrei Yakovlev, partner, Dewey Ballantine, London

"When Jeanne Brett brought Kellogg's world-renowned negotiation curriculum to Guanghua School of Management, she helped our managers understand the strengths of Chinese negotiating styles as well as the differences with Western styles of negotiating."

—Weiying Zhang, dean of the Guanghua School of Management,Peking University

Jeanne M. Brett is DeWitt W. Buchanan Jr. Distinguished Professor of Dispute Resolution and Organizations at the Kellogg School of Management, Northwestern University, where she is also the director and a founding member of the Dispute Resolution Research Center. Brett is the coauthor of the award-winning Getting Disputes Resolved: Designing Systems to Cut the Costs of Conflict.

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.