定 價：NT$ 1180 元
優惠價：95 折 1121 元
團購優惠券A
8本以上且滿1500元
再享95折，單本省下56元
再享95折，單本省下56元
領
無庫存，下單後進貨(採購期約4~10個工作天)
可得紅利積點：33 點
相關商品
商品簡介
作者簡介
名人/編輯推薦
目次
商品簡介
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 good negotiators from poor 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.
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 good negotiators from poor 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.
作者簡介
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.
名人/編輯推薦
"A useful reference for anyone working in a multicultural environment who wants advice for improving their negotiation outcomes." (Supply Management, Thursday 13th December 2007)
“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 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
目次
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.
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.
您曾經瀏覽過的商品
購物須知
為了保護您的權益，「三民網路書店」提供會員七日商品鑑賞期(收到商品為起始日)。
若要辦理退貨，請在商品鑑賞期內寄回，且商品必須是全新狀態與完整包裝(商品、附件、發票、隨貨贈品等)否則恕不接受退貨。