Negotiating Globally

When first published in 2001, this book became an essential reference for managers seeking to negotiate successfully across national cultural boundaries. The thoroughly revised second edition maintains the acclaimed structure of the original while enhancing its usability for navigating cultural differences in negotiations, dispute resolution, and team decision-making. Instead of focusing on specific country protocols, it offers a general framework to help negotiators anticipate and manage cultural variances. This edition integrates insights from recent research, emphasizing negotiation strategy execution and conflict resolution in multicultural teams. The chapter on “Government At and Around the Table” has been expanded with new global examples. Jeanne M. Brett outlines how to create a negotiation planning document and execute it effectively. She presents a model illustrating the impact of cultural environments on negotiators’ interests, priorities, and strategies, along with benchmarks for evaluating deals and negotiators. The book distinguishes between dispute resolution and deal-making, showcasing how negotiation strategies can be applied in diverse teams. It encourages negotiators to broaden their strategic repertoire to successfully close deals, resolve disputes, and facilitate decision-making within teams.