Negotiating Globally

Author: Jeanne M. Brett
Publisher: John Wiley & Sons
ISBN: 1118611586
Size: 14.75 MB
Format: PDF, ePub, Mobi
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A framework for anticipating and managing cultural differences at the negotiating table In today's global environment, negotiators who understand cultural differences and negotiation fundamentals have a decided advantage at the bargaining table. This thoroughly revised and updated edition of Negotiating Globally explains how culture affects negotiators' assumptions about when and how to negotiate, their interests and priorities, and their strategies. It explains how confrontation, motivation, influence, and information strategies shift due to culture. It provides strategic advice for negotiators whose deals, disputes, and decisions cross cultural boundaries, and shows how to anticipate cultural differences and then manage them when they appear at the negotiating table. It challenges negotiators to expand their repertoire of strategies, so that they are prepared to negotiate deals, resolve disputes, and make decisions regardless of the culture in which they find themselves. Includes a review of the various contexts and building blocks of negotiation strategy Explains how and why negotiation may be practiced differently in different cultures and how to modify strategy when confronted with different cultural approaches Explores the three primary cultural prototypes negotiators should understand Negotiating Globally is ideal for those relatively new to negotiation, particularly in the global arena, and offers an overview of the various contexts and tactics of negotiation strategy. Written by an award-winning negotiation expert, this book provides an ideal framework for any and all global negotiations.

The Handbook Of Negotiation And Culture

Author: Michele J. Gelfand
Publisher: Stanford University Press
ISBN: 0804745862
Size: 43.15 MB
Format: PDF, ePub
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In the global marketplace, negotiation frequently takes place across cultural boundaries, yet negotiation theory has traditionally been grounded in Western culture. This book, which provides an in-depth review of the field of negotiation theory, expands current thinking to include cross-cultural perspectives. The contents of the book reflect the diversity of negotiation—research-negotiator cognition, motivation, emotion, communication, power and disputing, intergroup relationships, third parties, justice, technology, and social dilemmas—and provides new insight into negotiation theory, questioning assumptions, expanding constructs, and identifying limits not apparent from working exclusively within one culture. The book is organized in three sections and pairs chapters on negotiation theory with chapters on culture. The first part emphasizes psychological processes—cognition, motivation, and emotion. Part II examines the negotiation process. The third part emphasizes the social context of negotiation. A final chapter synthesizes the main themes of the book to illustrate how scholars and practitioners can capitalize on the synergy between culture and negotiation research.

Fyi

Author: Michael M. Lombardo
Publisher:
ISBN:
Size: 40.68 MB
Format: PDF, ePub
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"For learners, managers, mentors, and feedback givers."

The Brain Advantage

Author:
Publisher:
ISBN:
Size: 70.38 MB
Format: PDF, Docs
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Combines recent brain research with insights from psychological studies to show leaders how to become even more effective decision makers, communicators and change agents, in a book that uses powerful stories to convey insightful information. Original. 20,000 first printing.

Bridging Cultural Conflicts

Author: Michelle LeBaron
Publisher: Jossey-Bass
ISBN: 9780787964313
Size: 70.92 MB
Format: PDF, Docs
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"This much needed book . . .is a creative, helpful, and hopeful contribution at a time when we are especially challenged to bridge cultures in the pursuit of mutual understanding and peace." —Jimmy Carter, Nobel Peace Laureate In our global society, challenging conflicts abound in personal, business, government, and international settings. Many of these conflicts are complicated by layers of miscommunication, cultural misunderstandings, and completely different ways of looking at the world. These conflicts cannot be solved by goodwill or sincere intentions alone. In our multicultural world, we need new tools to address gaps in communication and understanding and the conflicts that flow from them. Bridging Cultural Conflicts answers this need in groundbreaking ways that cut through complexity, replacing confusion with clarity. It introduces mindful awareness, cultural fluency, and conflict fluency as tools for decoding and moving through intercultural conflicts, and for deepening and integrating change. The book shows how fluency with culture and conflict can be learned through attention and practice, just as we would internalize a new language. As fluency is acquired, a process called dynamic engagement is presented to help prevent intercultural conflict, limit its escalation, and transform it into a learning experience. Michelle LeBaron's approach in Bridging Cultural Conflicts is human, practical, and adaptable to a wide range of interpersonal, community, organizational, and political conflicts. Drawing from her work as an attorney, mediator, scholar, and internationally acclaimed consultant, Michelle combines the dynamism of Western approaches to conflict resolution with the insight and balance of Eastern approaches. In the process, she offers a wide array of creative strategies and usable tools. As we urgently seek better ways to work and live together and to address the issues that divide us, this timely book inspires flexibility, creativity, and hope.