Books like Negotiation by Michael Spangle

Built to Last presents a research‑based blueprint for creating enduring, high‑performing companies, debunking myths about charismatic leaders and offering practical guidelines grounded in case studies of sixty‑four century‑old firms.

Learn proven, psychologically grounded techniques to spot negotiation opportunities, uncover hidden information, counter hardball tactics, and create ethical, win‑win agreements – turning everyday talks into decisive, trust‑building deals.

xiv, 350 p. : 24 cm

"In today's global business environment, negotiators who understand how culture affects negotiation fundamentals have a decided advantage at the bargaining table. Negotiators' interests, their assumptions about strategy, and the economic, social, legal, and political context of negotiation all vary with culture.". "Negotiating Globally shows how to successfully navigate across boundaries of national culture when negotiating deals, resolving disputes, and making decisions. Rather than offering country-specific protocol and customs, Negotiating Globally provides a general framework to help negotiators manage cultural differences whenever they appear at the negotiation table. Drawing on systematic study of negotiators from Asia, Europe, the Middle East, and the Americas, Jeanne M. Brett provides practical advice for closing deals - how to get information and how to manage power - around the world. The book explains how to navigate the treacherous waters of conflict management in cultures where direct confrontation is not the norm and face saving is imperative and provides concrete advice for managers and leaders to coax high-quality decisions out of multicultural teams. Brett uses real-world examples to illustrate how the political and legal context of negotiation affects parties' interests and gives strategic advice for dealing with corruption in international business transactions."--BOOK JACKET.