Negotiating globally how to negotiate deals, resolve disputes, and make decisions across cultural boundaries
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 Ne...
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| Formato: | Libro electrónico |
| Idioma: | Inglés |
| Publicado: |
San Francisco, California :
Jossey-Bass
2014.
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| Edición: | Third edition |
| Colección: | Jossey-Bass business & management series.
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| Materias: | |
| Ver en Biblioteca Universitat Ramon Llull: | https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009629515906719 |
| Sumario: | 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 advi |
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| Notas: | Includes index. |
| Descripción Física: | 1 online resource (320 p.) |
| Bibliografía: | Includes bibliographical references and index. |
| ISBN: | 9781118611586 9781118611500 |
