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.
“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
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?