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

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Will the World Adjust, or Must You?

When parties negotiate, culture matters. Yet as global business and technology make our world smaller and smaller, some argue that we are moving rapidly toward one culture, especially in the context of business. Isn't it just a matter of time until the culture of negotiation is the dignity model of information sharing in deal making and direct confrontation in dispute resolution negotiations, in which negotiators are motivated by self-interests and BATNAs underlie reservation prices? The answer is probably no. In this final chapter we first discuss why negotiators cannot expect a standardized global negotiation culture and then reprise some of the advice throughout the book for adjusting strategy without ...