Faculty Publications

Negotiating Globally: How to Negotiate Deals, Solve Disputes, and Make Decisions Across Cultural Boundaries
by Jeanne M. Brett

In today’s global business environment, negotiators who understand how culture affects negotiation fundamentals have a decided advantage at the bargaining table. Negotiators’ interests, their assumptions about strategy, and the economic, social, legal, and political context of negotiation all vary with culture.

Negotiating Globally shows how to successfully navigate across
boundaries of national culture when negotiating deals, resolving
disputes, and making decision. Rather than offering countryspecific
protocol and customs, Negotiating Globally provides a general framework to help negotiators manage cultural differences whenever they appear at the
negotiation table. Drawing on systematic study of negotiators from Asia, Europe, the Middle East, and the Americas, the book provides practical advice for closing deals – how to get information and how to manager power—around the world. The book explains how to navigate the treacherous waters of conflict management in cultures where direct confrontation is not the
norm and face saving is imperative. It provides concrete advice for managers and leaders to coax high-quality decisions out of multicultural teams. It uses real-world examples to illustrate how the political and legal context of negotiation affects parties’ interests and gives strategic advice for dealing with corruption in international business transactions.

Negotiating Globally challenges negotiators to expand their repertoire of strategies so that they will be able to close deals, resolve dispute, and get teams to make decision regardless of the cultures represented at the table.

Please refer to this PDF document from Prof. Brett's site for more information on Negotiating Globally.