Jeanne M. Brett - Negotiating globally: how to negotiate deals, resolve disputes, and make decisions across cultural boundaries

Table of Contents

The Jossey-Bass Business & Management Series

The Instructor's Guide for the third edition of Negotiating Globally contains an overall course design as well as chapter-by-chapter resources for both instructors and students, including cases, exercises, questionnaires, and tools. It is available for free at www.wiley.com/college/brett.

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Library of Congress Cataloging-in-Publication Data

Brett, Jeanne M.

Negotiating globally : how to negotiate deals, resolve disputes, and make decisions across cultural boundaries / Jeanne M. Brett. Third edition.

pages cm. (The Jossey-Bass business & management series)

Includes bibliographical references and index.

ISBN 978-1-118-60261-4 (cloth/website); ISBN 978-1-118-61150-0 (ebk); ISBN 978-1-118-61158-6 (ebk)

1. Negotiation in businessCross-cultural studies. 2. NegotiationCross-cultural studies. 3. Decision makingCross-cultural studies. 4. Conflict managementCross-cultural studies. I. Title.

HD58.6.B74 2014

658.4052dc23

2013047582

To all the negotiators

who shared their experiences

so that others could learn

Preface

If you must negotiate deals, resolve disputes, or make decisions in multiparty environments, this book is for you. If you have had formal training in negotiations, but no training in culture, the book will extend your negotiating skills and knowledge across cultural boundaries. Be prepared to discover that old familiar negotiation concepts, such as power and interests, take on somewhat different meaning in different cultures. If you have had no formal training in negotiations, the book will introduce you to all the fundamental concepts in negotiation and explain how and why the concepts apply in different cultural settings.

Although the book emphasizes negotiations in a global business environment, its advice is relevant not just to managers and management students who expect to be negotiating across cultural boundaries but also to lawyers and law students, and to government officials and students of public policy who are concerned with economic development in a global environment. Global negotiations occur in multiple legal, political, social, and economic environments. International agencies and national and local government officials are frequently at the table in negotiations that cross cultural boundaries. This book provides advice to help global negotiators navigate these complex environments.

Negotiating Globally focuses on national culture, because nation state boundaries are both geographical and ideological. The ideology or theory underlying a nation's social, economic, legal, and political institutions affects the way people interact. When negotiators are from the same culture, ideology is the backdrop against which deals and decisions are made and disputes are resolved. When negotiators are from different cultures, each may rely on different assumptions about social interaction, economic interests, legal requirements, and political realities. The book provides insights about when and why to adapt and how to execute an effective negotiation strategy that takes cultural differences into account.

In today's global environment, negotiators who understand cultural differences and negotiation fundamentals have a decided advantage at the bargaining table. This book explains how culture affects negotiators' assumptions about when and how to negotiate, their interests and priorities, and their strategies: the way they go about negotiating. 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.