Negotiating Globally: How to Negotiate Deals, Resolve Disputes, and Make Decisions Across Cultural Boundaries

Praise for Negotiating Globally, Third Edition Foreign direct investment requires negotiating with governments and their entrenched bureaucracies. Negotiating Globally explains how to understand the interests of each, and negotiate investments that are both profitable and sustainable. YOUNG SOO KANG, director general, KOTRA, Korea In todays global environment, negotiators who understand cultural differences have a decided advantage. Negotiating Globally explains how to adjust your strategy to negotiate effectively whether you find yourself in the West, the Middle East, Asia, Africa or Latin America. MELIH KEYMAN, CEO, Keytrade Few subjects are as critical or as confusing as negotiating across cultural boundaries. Jeanne Bretts Negotiating Globally , newly updated, offers a wealth of fascinating research, insightful analysis, and practical advice for negotiating deals, resolving disputes, and making decisions with people from different cultures. A very useful book! WILLIAM URY, Harvard Negotiation Project The research–based strategic advice in Negotiating Globally showed us how to make negotiation rewarding for all by making the pie of resources bigger, no matter where in the world we are negotiating. VIEBEKE HARBUD, business development manager, LEO Pharma, Denmark Negotiating Globally provides solid research–based knowledge on cross–cultural negotiations. The strategies and skills discussed in this book are very helpful for managers in doing business. Jeanne Bretts insightful work suggests that managers must develop culture–sensitive mindsets in international negotiations. ZHI–XUE ZHANG, director of the Executive MBA program and associate dean, Guanghua School of Management, Peking University

Preface ix Acknowledgments xix The Author xxvii 1. Negotiation Basics 1 2. Culture and Negotiation 25 3. Culture and Strategy for Negotiating Deals 49 4. Resolving Disputes 81 5. Negotiating in Teams 117 6. Social Dilemmas 159 7. Negotiations Between Governments and Foreign Direct Investors 187 8. Will the World Adjust, or Must You? 215 Notes 227 Glossary 263 Name Index 273 Subject Index 281

JEANNE M. BRETT is a founder and director of the Dispute Resolution Research Center at the Kellogg School of Management. She has over 25 years of experience as a researcher and trainer in the areas of deal making, decision making, and dispute resolution. As the DeWitt W. Buchanan Jr. Distinguished Professor of Dispute Resolution and Organizations at Kellogg, she has trained managers and executives around the world in the preeminent Kellogg negotiation methods. She is coauthor of Getting Disputes Resolved: Designing Systems to Cut the Costs of Conflict.