When it was first published in 2001, Negotiating Globally quickly became the basic reference for managers who needed to learn how to negotiate successfully across boundaries of national culture. This thoroughly revised and expanded second edition preserves the structure of the acclaimed first edition and improves upon it, making it even easier to learn how to navigate national culture when negotiating deals, resolving disputes, and making decisions in teams. Rather than offering country-specific protocol and customs, Negotiating Globally provides a general framework to help negotiators anticipate and manage cultural differences. This new edition incorporates the lessons of the latest research with new emphasis on executing a negotiation strategy and negotiating conflict in multicultural teams. The well-received chapter on “Government At and Around the Table” has been expanded and updated with new examples that span the globe. In this comprehensive resource, Jeanne M. Brett describes how to develop a negotiation planning document and shows how to execute the plan. She provides a model that explains how the cultural environment affects negotiators’ interests, priorities, and strategies. She provides benchmarks for distinguishing good deals from poor ones and good negotiators from poor ones. The book explains how resolving disputes is different from making deals and how negotiation strategy can be used in multicultural teams. Negotiating Globally challenges negotiators to expand their repertoire of strategies so that they will be able to close deals, resolve disputes, and get teams to make decisions.

Pt. 1. International negotiations. -- Pt. 2. Negotiation techniques used around the world. -- Pt. 3. Negotiate right in any of 50 countries.

A third edition of this book is now available. Negotiating a Complex World introduces undergraduate students of international relations to the high stakes world of international negotiation. The book uses the analogy of a board game as an organizing technique and includes many real-world cases and examples to illustrate important concepts and relationships. The authors highlight the intensity of crisis situations for negotiators, the role of culture in communication, and the impact of domestic-level politics on international negotiations. The book provides students with the tools they need to analyze why some negotiations are ultimately successful, while others end in failure. This innovative text also provides exercises and learning approaches to enable students to understand the complexity of negotiation by engaging in aspects of the diplomatic process themselves.

The process of negotiation, standing as it does between war and peace in many parts of the globe, has never been a more vital process to understand than in today's rapidly changing international system. Students of negotiation must first understand key IR concepts as they try to incorporate the dynamics of the many anomalous actors that regularly interact with conventional state agents in the diplomatic arena. This hands-on text provides an essential introduction to this high-stakes realm, exploring the impact of complex multilateralism on traditional negotiation concepts such as bargaining, issue salience, and strategic choice. Using an easy-to-understand board game analogy as a framework for studying negotiation episodes, the authors include a rich array of real-world cases and examples—now updated with the results of the Paris climate change agreement—to illustrate key themes, including the intensity of crisis situations for negotiators, the role of culture in communication, and the impact of domestic-level politics on international negotiations. Providing tools for analyzing why negotiations succeed or fail, this innovative text also presents effective exercises and learning approaches that enable students to understand the complexities of negotiation by engaging in the diplomatic process themselves.

It is often said economics has become as important as security in international relations, yet we work with much less than full understanding of what goes on when government negotiators bargain over trade, finance, and the rules of international economic organizations. The process of economic negotiation shapes the world political economy, John S. Odell says, and this essential process can be understood and practiced better than it is now.His absorbing book compares ten major economic negotiations since 1944 that have involved the United States. Odell gives the inside stories, targeting the strategies used by the negotiators, and explaining strategy choice as well as why the same strategy gains more in some situations and less in others. He identifies three broad factors—changing market conditions, negotiator beliefs, and domestic politics—as key influences on strategies and outcomes. The author develops an insightful mid-range theory premised on bounded rationality, setting it apart from the most common form of rational choice as well as from views that reject rationality. Negotiating the World Economy reveals a rich set of future research paths, and closes with guidelines for improving negotiation performance today. The main ideas are relevant for any country and for all who may be affected by economic bargaining.

Real world negotiation examples and strategies from one of the most highly respected authorities in the field This unique book can help you change your approach to negotiation by learning key strategies and techniques from actual cases. Through hard to find real world examples you will learn exactly how to effectively and productively negotiate. The Book of Real World Negotiations: Successful Strategies from Business, Government and Daily Life shines a light on real world negotiation examples and cases, rather than discussing hypothetical scenarios. It reveals what is possible through preparation, persistence, creativity, and taking a strategic approach to your negotiations. Many of us enter negotiations with skepticism and without understanding how to truly negotiate well. Because we lack knowledge and confidence, we may abandon the negotiating process prematurely or agree to deals that leave value on the table. The Book of Real World Negotiations will change that once and for all by immersing you in these real world scenarios. As a result, you’ll be better able to grasp the true power of negotiation to deal with some of the most difficult problems you face or to put together the best deals possible. This book also shares critical insights and lessons for instructors and students of negotiation, especially since negotiation is now being taught in virtually all law schools, many business schools, and in the field of conflict resolution. Whether you’re a student, instructor, or anyone who wants to negotiate successfully, you’ll be able to carefully examine real world negotiation situations that will show you how to achieve your objectives in the most challenging of circumstances. The cases are organized by realms—domestic business cases, international business cases, governmental cases and cases that occur in daily life. From these cases you will learn more about: Exactly how to achieve Win-Win outcomes The critical role of underlying interests The kind of thinking that goes into generating creative options How to consider your and the other negotiator’s Best Alternative to a Negotiated Agreement (BATNA) Negotiating successfully in the face of power Achieving success when negotiating cross-culturally Once you come to understand through these cases that negotiation is the art of the possible, you’ll stop saying "a solution is impossible." With the knowledge and self-assurance you gain from this book, you’ll roll up your sleeves and keep negotiating until you reach a mutually satisfactory outcome!