Negotiating globally: how to negotiate deals, resolve disputes, and make decisions across cultural boundaries
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Elektronisch E-Book |
| Sprache: | English |
| Veröffentlicht: |
San Francisco
Jossey-Bass
2014
|
| Ausgabe: | 3. ed. |
| Schriftenreihe: | Jossey-Bass business & management series
|
| Schlagworte: | |
| Online-Zugang: | FHN01 Volltext |
| Beschreibung: | Includes bibliographical references (p. 289-323) and index Cover -- Contents -- CD-ROM Contents -- Preface -- Researching Multicultural Factors -- The Plan of the Book -- New in This Edition -- Handling Terms -- Acknowledgments -- The Author -- Chapter 1: Negotiation Basics -- Venues for Negotiation -- Net Value Outcomes-What Negotiators Are Trying to Accomplish -- The Building Blocks of Negotiation Strategy -- Combining Fundamentals: The Negotiation Planning Document -- Strategic Choices in Negotiation -- Finished with the Basics -- Chapter 2: Culture and Negotiation -- What Is Culture? -- Behaviors and Institutions -- Cultural Values, Beliefs, Norms, and Knowledge Structures -- Cultural Assumptions -- A Model of How Culture Affects Negotiation -- A Complex Link -- Chapter 3: Culture and Integrative Deals -- Three Criteria for Good Deals Versus Bad Deals -- Cartoon: A Simulation for Studying Deal-Making Negotiation Behavior -- Analyzing the Cartoon Negotiation for Integrative Value -- - Negotiating Across Cultures: The Cartoon Outcome Study -- Contingent Contracts -- Moving Through the Normal Stages of Negotiation -- Chapter 4: Executing Negotiation Strategy -- Participants, Data Collection, and Coding Strategies -- Integrative Strategies, Time, and Joint Gains -- Distributive Strategies to Capture Net Value Within an Integrative Agreement -- Culture, Stage, Strategy, and Outcomes -- Using Stages of Negotiation to Judge Progress -- Consolidating Knowledge About Negotiation Strategy -- Chapter 5: Resolving Disputes -- How Disputes Arise and Escalate -- Interests, Rights, and Power: Three Approaches to Resolving Disputes -- Procedural Choices for Resolving Disputes -- Excellent Dispute Resolvers -- Chapter 6: Third Parties and Dispute Resolution -- Third Parties with Authority to Resolve Disputes -- Third Parties Without Authority to Resolve Disputes -- Culture and Third-Party Roles in Disputes -- Effective Dispute Resolution in a Third-Party Context -- - Chapter 7: Negotiating Decisions and Managing Conflict in Multicultural Teams -- Three Types of Conflict in Multicultural Teams -- Negotiating High-Quality Decisions and Managing Conflict in Multicultural Teams -- Effective Multicultural Teams -- Requirements for Effective Multicultural Teams -- Chapter 8: Social Dilemmas -- Social Dilemmas and Prisoner's Dilemmas -- Types of Social Dilemmas -- Using Negotiation Skills to Manage Social Dilemmas -- Negotiating Individual and Collective Interests in Social Dilemmas -- Chapter 9: Government At and Around the Table -- Government Interests in Foreign Investment -- Foreign Investor Interests, Risks, and Hedges -- Challenges When Negotiating Globally -- Keeping Your Employees Safe in Global Assignments -- The Ugly Side of Free Trade -- Government At and Around the Negotiating Table -- Chapter 10: Will the World Adjust, or Must You? -- What's Likely to Happen with "Global" English? -- - Why Not to Expect a Standardized Global Negotiation Culture -- Adjustments Toward Becoming a More Effective Global Negotiator -- Excellent Global Negotiators -- Notes -- Glossary -- Index -- How to Use the CD-ROM -- System Requirements -- Using the CD with Windows -- In Case of Trouble -- Last Page |
| Beschreibung: | 1 Online-Ressource (xxv,288 p.) |
| ISBN: | 9781118602614 9781118611500 9781118611586 |
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| 245 | 1 | 0 | |a Negotiating globally |b how to negotiate deals, resolve disputes, and make decisions across cultural boundaries |c Jeanne M. Brett |
| 250 | |a 3. ed. | ||
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| 500 | |a Includes bibliographical references (p. 289-323) and index | ||
| 500 | |a Cover -- Contents -- CD-ROM Contents -- Preface -- Researching Multicultural Factors -- The Plan of the Book -- New in This Edition -- Handling Terms -- Acknowledgments -- The Author -- Chapter 1: Negotiation Basics -- Venues for Negotiation -- Net Value Outcomes-What Negotiators Are Trying to Accomplish -- The Building Blocks of Negotiation Strategy -- Combining Fundamentals: The Negotiation Planning Document -- Strategic Choices in Negotiation -- Finished with the Basics -- Chapter 2: Culture and Negotiation -- What Is Culture? -- Behaviors and Institutions -- Cultural Values, Beliefs, Norms, and Knowledge Structures -- Cultural Assumptions -- A Model of How Culture Affects Negotiation -- A Complex Link -- Chapter 3: Culture and Integrative Deals -- Three Criteria for Good Deals Versus Bad Deals -- Cartoon: A Simulation for Studying Deal-Making Negotiation Behavior -- Analyzing the Cartoon Negotiation for Integrative Value -- | ||
| 500 | |a - Negotiating Across Cultures: The Cartoon Outcome Study -- Contingent Contracts -- Moving Through the Normal Stages of Negotiation -- Chapter 4: Executing Negotiation Strategy -- Participants, Data Collection, and Coding Strategies -- Integrative Strategies, Time, and Joint Gains -- Distributive Strategies to Capture Net Value Within an Integrative Agreement -- Culture, Stage, Strategy, and Outcomes -- Using Stages of Negotiation to Judge Progress -- Consolidating Knowledge About Negotiation Strategy -- Chapter 5: Resolving Disputes -- How Disputes Arise and Escalate -- Interests, Rights, and Power: Three Approaches to Resolving Disputes -- Procedural Choices for Resolving Disputes -- Excellent Dispute Resolvers -- Chapter 6: Third Parties and Dispute Resolution -- Third Parties with Authority to Resolve Disputes -- Third Parties Without Authority to Resolve Disputes -- Culture and Third-Party Roles in Disputes -- Effective Dispute Resolution in a Third-Party Context -- | ||
| 500 | |a - Chapter 7: Negotiating Decisions and Managing Conflict in Multicultural Teams -- Three Types of Conflict in Multicultural Teams -- Negotiating High-Quality Decisions and Managing Conflict in Multicultural Teams -- Effective Multicultural Teams -- Requirements for Effective Multicultural Teams -- Chapter 8: Social Dilemmas -- Social Dilemmas and Prisoner's Dilemmas -- Types of Social Dilemmas -- Using Negotiation Skills to Manage Social Dilemmas -- Negotiating Individual and Collective Interests in Social Dilemmas -- Chapter 9: Government At and Around the Table -- Government Interests in Foreign Investment -- Foreign Investor Interests, Risks, and Hedges -- Challenges When Negotiating Globally -- Keeping Your Employees Safe in Global Assignments -- The Ugly Side of Free Trade -- Government At and Around the Negotiating Table -- Chapter 10: Will the World Adjust, or Must You? -- What's Likely to Happen with "Global" English? -- | ||
| 500 | |a - Why Not to Expect a Standardized Global Negotiation Culture -- Adjustments Toward Becoming a More Effective Global Negotiator -- Excellent Global Negotiators -- Notes -- Glossary -- Index -- How to Use the CD-ROM -- System Requirements -- Using the CD with Windows -- In Case of Trouble -- Last Page | ||
| 650 | 4 | |a Negotiation in business | |
| 650 | 4 | |a Negotiation | |
| 650 | 4 | |a Decision making | |
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| 650 | 7 | |a Negotiation in business |2 fast | |
| 650 | 4 | |a Wirtschaft | |
| 650 | 4 | |a Negotiation in business |v Cross-cultural studies | |
| 650 | 4 | |a Negotiation |v Cross-cultural studies | |
| 650 | 4 | |a Decision making |v Cross-cultural studies | |
| 650 | 4 | |a Conflict management |v Cross-cultural studies | |
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Datensatz im Suchindex
| _version_ | 1804175671782539264 |
|---|---|
| any_adam_object | |
| author | Brett, Jeanne M. |
| author_GND | (DE-588)170964299 |
| author_facet | Brett, Jeanne M. |
| author_role | aut |
| author_sort | Brett, Jeanne M. |
| author_variant | j m b jm jmb |
| building | Verbundindex |
| bvnumber | BV043185337 |
| classification_rvk | QP 300 |
| collection | ZDB-4-NLEBK |
| ctrlnum | (OCoLC)894730080 (DE-599)BVBBV043185337 |
| dewey-full | 658.4/052 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.4/052 |
| dewey-search | 658.4/052 |
| dewey-sort | 3658.4 252 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| edition | 3. ed. |
| format | Electronic eBook |
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| id | DE-604.BV043185337 |
| illustrated | Not Illustrated |
| indexdate | 2024-07-10T07:20:00Z |
| institution | BVB |
| isbn | 9781118602614 9781118611500 9781118611586 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-028609176 |
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| physical | 1 Online-Ressource (xxv,288 p.) |
| psigel | ZDB-4-NLEBK |
| publishDate | 2014 |
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| publisher | Jossey-Bass |
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| spelling | Brett, Jeanne M. Verfasser (DE-588)170964299 aut Negotiating globally how to negotiate deals, resolve disputes, and make decisions across cultural boundaries Jeanne M. Brett 3. ed. San Francisco Jossey-Bass 2014 1 Online-Ressource (xxv,288 p.) txt rdacontent c rdamedia cr rdacarrier Jossey-Bass business & management series Includes bibliographical references (p. 289-323) and index Cover -- Contents -- CD-ROM Contents -- Preface -- Researching Multicultural Factors -- The Plan of the Book -- New in This Edition -- Handling Terms -- Acknowledgments -- The Author -- Chapter 1: Negotiation Basics -- Venues for Negotiation -- Net Value Outcomes-What Negotiators Are Trying to Accomplish -- The Building Blocks of Negotiation Strategy -- Combining Fundamentals: The Negotiation Planning Document -- Strategic Choices in Negotiation -- Finished with the Basics -- Chapter 2: Culture and Negotiation -- What Is Culture? -- Behaviors and Institutions -- Cultural Values, Beliefs, Norms, and Knowledge Structures -- Cultural Assumptions -- A Model of How Culture Affects Negotiation -- A Complex Link -- Chapter 3: Culture and Integrative Deals -- Three Criteria for Good Deals Versus Bad Deals -- Cartoon: A Simulation for Studying Deal-Making Negotiation Behavior -- Analyzing the Cartoon Negotiation for Integrative Value -- - Negotiating Across Cultures: The Cartoon Outcome Study -- Contingent Contracts -- Moving Through the Normal Stages of Negotiation -- Chapter 4: Executing Negotiation Strategy -- Participants, Data Collection, and Coding Strategies -- Integrative Strategies, Time, and Joint Gains -- Distributive Strategies to Capture Net Value Within an Integrative Agreement -- Culture, Stage, Strategy, and Outcomes -- Using Stages of Negotiation to Judge Progress -- Consolidating Knowledge About Negotiation Strategy -- Chapter 5: Resolving Disputes -- How Disputes Arise and Escalate -- Interests, Rights, and Power: Three Approaches to Resolving Disputes -- Procedural Choices for Resolving Disputes -- Excellent Dispute Resolvers -- Chapter 6: Third Parties and Dispute Resolution -- Third Parties with Authority to Resolve Disputes -- Third Parties Without Authority to Resolve Disputes -- Culture and Third-Party Roles in Disputes -- Effective Dispute Resolution in a Third-Party Context -- - Chapter 7: Negotiating Decisions and Managing Conflict in Multicultural Teams -- Three Types of Conflict in Multicultural Teams -- Negotiating High-Quality Decisions and Managing Conflict in Multicultural Teams -- Effective Multicultural Teams -- Requirements for Effective Multicultural Teams -- Chapter 8: Social Dilemmas -- Social Dilemmas and Prisoner's Dilemmas -- Types of Social Dilemmas -- Using Negotiation Skills to Manage Social Dilemmas -- Negotiating Individual and Collective Interests in Social Dilemmas -- Chapter 9: Government At and Around the Table -- Government Interests in Foreign Investment -- Foreign Investor Interests, Risks, and Hedges -- Challenges When Negotiating Globally -- Keeping Your Employees Safe in Global Assignments -- The Ugly Side of Free Trade -- Government At and Around the Negotiating Table -- Chapter 10: Will the World Adjust, or Must You? -- What's Likely to Happen with "Global" English? -- - Why Not to Expect a Standardized Global Negotiation Culture -- Adjustments Toward Becoming a More Effective Global Negotiator -- Excellent Global Negotiators -- Notes -- Glossary -- Index -- How to Use the CD-ROM -- System Requirements -- Using the CD with Windows -- In Case of Trouble -- Last Page Negotiation in business Negotiation Decision making Conflict management BUSINESS & ECONOMICS / Negotiating bisacsh Conflict management fast Decision making fast Negotiation fast Negotiation in business fast Wirtschaft Negotiation in business Cross-cultural studies Negotiation Cross-cultural studies Decision making Cross-cultural studies Conflict management Cross-cultural studies Interkulturelles Management (DE-588)4343519-1 gnd rswk-swf Internationales Management (DE-588)4114040-0 gnd rswk-swf Interkulturelles Management (DE-588)4343519-1 s Internationales Management (DE-588)4114040-0 s 1\p DE-604 http://search.ebscohost.com/login.aspx?direct=true&db=nlebk&AN=716710&site=ehost-live Aggregator Volltext 1\p cgwrk 20201028 DE-101 https://d-nb.info/provenance/plan#cgwrk |
| spellingShingle | Brett, Jeanne M. Negotiating globally how to negotiate deals, resolve disputes, and make decisions across cultural boundaries Negotiation in business Negotiation Decision making Conflict management BUSINESS & ECONOMICS / Negotiating bisacsh Conflict management fast Decision making fast Negotiation fast Negotiation in business fast Wirtschaft Negotiation in business Cross-cultural studies Negotiation Cross-cultural studies Decision making Cross-cultural studies Conflict management Cross-cultural studies Interkulturelles Management (DE-588)4343519-1 gnd Internationales Management (DE-588)4114040-0 gnd |
| subject_GND | (DE-588)4343519-1 (DE-588)4114040-0 |
| title | Negotiating globally how to negotiate deals, resolve disputes, and make decisions across cultural boundaries |
| title_auth | Negotiating globally how to negotiate deals, resolve disputes, and make decisions across cultural boundaries |
| title_exact_search | Negotiating globally how to negotiate deals, resolve disputes, and make decisions across cultural boundaries |
| title_full | Negotiating globally how to negotiate deals, resolve disputes, and make decisions across cultural boundaries Jeanne M. Brett |
| title_fullStr | Negotiating globally how to negotiate deals, resolve disputes, and make decisions across cultural boundaries Jeanne M. Brett |
| title_full_unstemmed | Negotiating globally how to negotiate deals, resolve disputes, and make decisions across cultural boundaries Jeanne M. Brett |
| title_short | Negotiating globally |
| title_sort | negotiating globally how to negotiate deals resolve disputes and make decisions across cultural boundaries |
| title_sub | how to negotiate deals, resolve disputes, and make decisions across cultural boundaries |
| topic | Negotiation in business Negotiation Decision making Conflict management BUSINESS & ECONOMICS / Negotiating bisacsh Conflict management fast Decision making fast Negotiation fast Negotiation in business fast Wirtschaft Negotiation in business Cross-cultural studies Negotiation Cross-cultural studies Decision making Cross-cultural studies Conflict management Cross-cultural studies Interkulturelles Management (DE-588)4343519-1 gnd Internationales Management (DE-588)4114040-0 gnd |
| topic_facet | Negotiation in business Negotiation Decision making Conflict management BUSINESS & ECONOMICS / Negotiating Wirtschaft Negotiation in business Cross-cultural studies Negotiation Cross-cultural studies Decision making Cross-cultural studies Conflict management Cross-cultural studies Interkulturelles Management Internationales Management |
| url | http://search.ebscohost.com/login.aspx?direct=true&db=nlebk&AN=716710&site=ehost-live |
| work_keys_str_mv | AT brettjeannem negotiatinggloballyhowtonegotiatedealsresolvedisputesandmakedecisionsacrossculturalboundaries |