How are your cross-cultural negotiating skills?
6/25/2001
Negotiations are difficult enough—but the complexity shoots through the roof when you head overseas. At the bargaining table, it's crucial to understand the cultural differences—geographical as well as ideological—which may emerge. Says Professor Jeanne Brett, from the Kellogg School of Management: "The ideology or theory underlying a nation's social, economic, legal and political institutions affects the way its people interact." Using examples from Asia, the Americas, the Middle East, and Europe, this book will help you gain an awareness of how cross-cultural negotiations become easier when you pay attention to strategy and take into account the effects of multicultural boundaries.