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Negotiating Globally: How to Negotiate Deals, Resolve Disputes, and Make Decisions Across Cultural Boundaries, 3rd Edition by Jeanne Brett

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Negotiation Basics

Negotiation is the process by which people with conflicting goals try to reach agreement about how they are going to work together in the future. Negotiators are interdependent: what one side wants affects what the other side can have and vice versa. Because negotiation involves conflicting goals and interdependence, it takes some skills to be an effective negotiator. Those skills are put to the test when negotiating across cultures, because people in different cultures use negotiation strategy differently. One of the purposes of this book is to help you improve your negotiation skills. Another is to get you prepared to negotiate with people who do not share your cultural background, people who you cannot assume will think ...

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