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Negotiating globally : how to negotiate deals, resolve disputes, and make decisions across cultural boundaries / / Jeanne M. Brett
| Negotiating globally : how to negotiate deals, resolve disputes, and make decisions across cultural boundaries / / Jeanne M. Brett |
| Autore | Brett Jeanne M. |
| Edizione | [Third edition.] |
| Pubbl/distr/stampa | San Francisco, California : , : Jossey-Bass, , 2014 |
| Descrizione fisica | 1 online resource (320 p.) |
| Disciplina | 658.4/052 |
| Collana | Jossey-Bass Business & Management Series |
| Soggetto topico |
Negotiation in business
Negotiation Decision making Conflict management |
| Soggetto genere / forma | Electronic books. |
| ISBN |
1-118-61158-6
1-118-61150-0 |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
Cover; The Jossey-Bass Business & Management Series; Title page; Copyright page; Contents; Dedication; Preface; Researching Culture and Negotiations; The Plan of the Book; New in This Edition; Handling Terms; Acknowledgments; The Author; 1: Negotiation Basics; Contexts for Negotiation; Deal Making; Conflict Management and Dispute Resolution; Multiparty Negotiation and Team Decision Making; Social Dilemmas; Negotiations Between Governments and Foreign Direct Investors; From Contexts to Planning; Five Building Blocks of a Negotiation Strategy; Parties; Issues
Positions, Interests, and PrioritiesPower: BATNAs and Reservation Prices; Targets; Combining Fundamentals; The Negotiation Planning Document; From Planning to Evaluating Agreements; Evaluating Potential Agreements; Moving on to Culture; 2: Culture and Negotiation; What Is Culture?; Three Prototypes: Dignity, Face, and Honor Cultures; Dignity Cultures; Face Cultures; Honor Cultures; The Value of This Three-Culture Framework; A Model of Intercultural Negotiation; Environment of the Global Negotiation; Planning for Culture's Effects; Walmart in South Africa; Moving on to Strategy 3: Culture and Strategy for Negotiating DealsDeal-Making Negotiation Strategy; The Q&A Strategy; The S&O Strategy; Culture and Negotiation Strategy; Why and Where Is Trust Likely in Negotiations?; Summing Up Trust and Negotiation Strategy; S&O Strategy and the Holistic Mindset; Summing Up Mindset and Negotiation Strategy; A Model of Negotiation Strategy; Advice for Deal-Making Negotiations; When Trust Is Likely-Use Q&A; When Trust Is Unlikely-Use S&O; MESOs; Contingent Contracts; Using Substantiation; Summing Up Strategy for Deal-Making Negotiations; Intercultural Negotiations Strategic Misalignment Between Intercultural NegotiatorsHigh Joint Gains May Be Possible; Advice for Negotiating Interculturally; Moving on to Resolving Disputes; 4: Resolving Disputes; The Difference Between Negotiating Deals and Resolving Disputes; BATNAs Are Linked; Minimizing Costs; Emotions; Conflict and Confrontation in Dignity, Face, and Honor Cultures; Conflict and Confrontation in Dignity Cultures; Conflict and Confrontation in Face Cultures; Conflict and Confrontation in Honor Cultures; Interests, Rights, and Power: Three Strategic Approaches to Resolving Disputes; Interests; Rights PowerHow to Start a Dispute Resolution Negotiation; How to Change the Focus from Rights or Power to Interests; Using Third Parties in Dispute Resolution; Third Parties with Authority; Third Parties Without Authority; Excellent Dispute Resolvers; 5: Negotiating in Teams; Managing Procedural Conflict in Teams; Three Models of Teamwork; Subgroup Dominant Teamwork; Hybrid Teamwork; Fusion Teamwork; Using Negotiation Strategy to Manage Task Conflict and Make Decisions in Teams; Using Negotiation Concepts to Evaluate Team Decisions; Generating Information in Teams Negotiating to Integrate Information and Reach Decisions |
| Record Nr. | UNINA-9910464936103321 |
Brett Jeanne M.
|
||
| San Francisco, California : , : Jossey-Bass, , 2014 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Negotiating globally : how to negotiate deals, resolve disputes, and make decisions across cultural boundaries / / Jeanne M. Brett
| Negotiating globally : how to negotiate deals, resolve disputes, and make decisions across cultural boundaries / / Jeanne M. Brett |
| Autore | Brett Jeanne M. |
| Edizione | [Third edition.] |
| Pubbl/distr/stampa | San Francisco, California : , : Jossey-Bass, , 2014 |
| Descrizione fisica | 1 online resource (320 p.) |
| Disciplina | 658.4/052 |
| Collana | Jossey-Bass Business & Management Series |
| Soggetto topico |
Negotiation in business
Negotiation Decision making Conflict management |
| ISBN |
1-118-61158-6
1-118-61150-0 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
Cover; The Jossey-Bass Business & Management Series; Title page; Copyright page; Contents; Dedication; Preface; Researching Culture and Negotiations; The Plan of the Book; New in This Edition; Handling Terms; Acknowledgments; The Author; 1: Negotiation Basics; Contexts for Negotiation; Deal Making; Conflict Management and Dispute Resolution; Multiparty Negotiation and Team Decision Making; Social Dilemmas; Negotiations Between Governments and Foreign Direct Investors; From Contexts to Planning; Five Building Blocks of a Negotiation Strategy; Parties; Issues
Positions, Interests, and PrioritiesPower: BATNAs and Reservation Prices; Targets; Combining Fundamentals; The Negotiation Planning Document; From Planning to Evaluating Agreements; Evaluating Potential Agreements; Moving on to Culture; 2: Culture and Negotiation; What Is Culture?; Three Prototypes: Dignity, Face, and Honor Cultures; Dignity Cultures; Face Cultures; Honor Cultures; The Value of This Three-Culture Framework; A Model of Intercultural Negotiation; Environment of the Global Negotiation; Planning for Culture's Effects; Walmart in South Africa; Moving on to Strategy 3: Culture and Strategy for Negotiating DealsDeal-Making Negotiation Strategy; The Q&A Strategy; The S&O Strategy; Culture and Negotiation Strategy; Why and Where Is Trust Likely in Negotiations?; Summing Up Trust and Negotiation Strategy; S&O Strategy and the Holistic Mindset; Summing Up Mindset and Negotiation Strategy; A Model of Negotiation Strategy; Advice for Deal-Making Negotiations; When Trust Is Likely-Use Q&A; When Trust Is Unlikely-Use S&O; MESOs; Contingent Contracts; Using Substantiation; Summing Up Strategy for Deal-Making Negotiations; Intercultural Negotiations Strategic Misalignment Between Intercultural NegotiatorsHigh Joint Gains May Be Possible; Advice for Negotiating Interculturally; Moving on to Resolving Disputes; 4: Resolving Disputes; The Difference Between Negotiating Deals and Resolving Disputes; BATNAs Are Linked; Minimizing Costs; Emotions; Conflict and Confrontation in Dignity, Face, and Honor Cultures; Conflict and Confrontation in Dignity Cultures; Conflict and Confrontation in Face Cultures; Conflict and Confrontation in Honor Cultures; Interests, Rights, and Power: Three Strategic Approaches to Resolving Disputes; Interests; Rights PowerHow to Start a Dispute Resolution Negotiation; How to Change the Focus from Rights or Power to Interests; Using Third Parties in Dispute Resolution; Third Parties with Authority; Third Parties Without Authority; Excellent Dispute Resolvers; 5: Negotiating in Teams; Managing Procedural Conflict in Teams; Three Models of Teamwork; Subgroup Dominant Teamwork; Hybrid Teamwork; Fusion Teamwork; Using Negotiation Strategy to Manage Task Conflict and Make Decisions in Teams; Using Negotiation Concepts to Evaluate Team Decisions; Generating Information in Teams Negotiating to Integrate Information and Reach Decisions |
| Record Nr. | UNINA-9910789009203321 |
|
Brett Jeanne M.
|
||
| San Francisco, California : , : Jossey-Bass, , 2014 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Negotiating globally : how to negotiate deals, resolve disputes, and make decisions across cultural boundaries / / Jeanne M. Brett
| Negotiating globally : how to negotiate deals, resolve disputes, and make decisions across cultural boundaries / / Jeanne M. Brett |
| Autore | Brett Jeanne M. |
| Edizione | [Third edition.] |
| Pubbl/distr/stampa | San Francisco, California : , : Jossey-Bass, , 2014 |
| Descrizione fisica | 1 online resource (320 p.) |
| Disciplina | 658.4/052 |
| Collana | Jossey-Bass Business & Management Series |
| Soggetto topico |
Negotiation in business
Negotiation Decision making Conflict management |
| ISBN |
1-118-61158-6
1-118-61150-0 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
Cover; The Jossey-Bass Business & Management Series; Title page; Copyright page; Contents; Dedication; Preface; Researching Culture and Negotiations; The Plan of the Book; New in This Edition; Handling Terms; Acknowledgments; The Author; 1: Negotiation Basics; Contexts for Negotiation; Deal Making; Conflict Management and Dispute Resolution; Multiparty Negotiation and Team Decision Making; Social Dilemmas; Negotiations Between Governments and Foreign Direct Investors; From Contexts to Planning; Five Building Blocks of a Negotiation Strategy; Parties; Issues
Positions, Interests, and PrioritiesPower: BATNAs and Reservation Prices; Targets; Combining Fundamentals; The Negotiation Planning Document; From Planning to Evaluating Agreements; Evaluating Potential Agreements; Moving on to Culture; 2: Culture and Negotiation; What Is Culture?; Three Prototypes: Dignity, Face, and Honor Cultures; Dignity Cultures; Face Cultures; Honor Cultures; The Value of This Three-Culture Framework; A Model of Intercultural Negotiation; Environment of the Global Negotiation; Planning for Culture's Effects; Walmart in South Africa; Moving on to Strategy 3: Culture and Strategy for Negotiating DealsDeal-Making Negotiation Strategy; The Q&A Strategy; The S&O Strategy; Culture and Negotiation Strategy; Why and Where Is Trust Likely in Negotiations?; Summing Up Trust and Negotiation Strategy; S&O Strategy and the Holistic Mindset; Summing Up Mindset and Negotiation Strategy; A Model of Negotiation Strategy; Advice for Deal-Making Negotiations; When Trust Is Likely-Use Q&A; When Trust Is Unlikely-Use S&O; MESOs; Contingent Contracts; Using Substantiation; Summing Up Strategy for Deal-Making Negotiations; Intercultural Negotiations Strategic Misalignment Between Intercultural NegotiatorsHigh Joint Gains May Be Possible; Advice for Negotiating Interculturally; Moving on to Resolving Disputes; 4: Resolving Disputes; The Difference Between Negotiating Deals and Resolving Disputes; BATNAs Are Linked; Minimizing Costs; Emotions; Conflict and Confrontation in Dignity, Face, and Honor Cultures; Conflict and Confrontation in Dignity Cultures; Conflict and Confrontation in Face Cultures; Conflict and Confrontation in Honor Cultures; Interests, Rights, and Power: Three Strategic Approaches to Resolving Disputes; Interests; Rights PowerHow to Start a Dispute Resolution Negotiation; How to Change the Focus from Rights or Power to Interests; Using Third Parties in Dispute Resolution; Third Parties with Authority; Third Parties Without Authority; Excellent Dispute Resolvers; 5: Negotiating in Teams; Managing Procedural Conflict in Teams; Three Models of Teamwork; Subgroup Dominant Teamwork; Hybrid Teamwork; Fusion Teamwork; Using Negotiation Strategy to Manage Task Conflict and Make Decisions in Teams; Using Negotiation Concepts to Evaluate Team Decisions; Generating Information in Teams Negotiating to Integrate Information and Reach Decisions |
| Record Nr. | UNINA-9910820205103321 |
|
Brett Jeanne M.
|
||
| San Francisco, California : , : Jossey-Bass, , 2014 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||