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

by
Edition:
3rd
ISBN13:

9781118602614

ISBN10:
1118602617
Format:
Hardcover
Pub. Date:
3/24/2014
Publisher(s):
Jossey-Bass

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What version or edition is this?
This is the 3rd edition with a publication date of 3/24/2014.
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Summary

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

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



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