Preface
If you must negotiate deals, resolve disputes, or make decisions in multiparty environments, this book is for you. If you have had formal training in negotiations, but no training in culture, the book will extend your negotiating skills and knowledge across cultural boundaries. Be prepared to discover that old familiar negotiation concepts, such as power and interests, take on somewhat different meaning in different cultures. If you have had no formal training in negotiations, the book will introduce you to all the fundamental concepts in negotiation and explain how and why the concepts apply in different cultural settings.
Although the book emphasizes negotiations in a global business environment, its advice is relevant not just to ...
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