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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.
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