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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.
Table of Contents
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?