Negotiating Globally: How to Negotiate Deals, Resolve Disputes, and Make Decisions Across Cultural Boundaries
Jossey-Bass Business & Management Series
by
Brett, Jeanne M.
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Cover
1Negotiation and CultureA Framework
At the height of foreign investment in Russia, BP PLC spent $484 million to buy 10 percent of Sidanko, one of the five largest Russian oil companies. He had taken the company private for $470 million, only slightly less than what BP paid for 10 percent ownership, 20 percent voting rights, and a few senior management positions. efficient. Our research indicates that there is a range of behaviors available for negotiators to use when enacting confrontation, information, influence, and motivation strategies and that culture has an impact on what behaviors negotiators use. When the first shipment was ready, there was a problem. Knowing this, the U.S. manager went to the Chinese plant, inspected the b...