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Dignity, face, and honor cultures : a study of negotiation strategy and outcomes in three cultures

Aslani, Soroush; Ramirez-Marin, Jimena; Brett, Jeanne M.; … - In: Journal of organizational behavior : OB ; the internat. … 37 (2016) 8, pp. 1178-1201

Persistent link: https://www.econbiz.de/10011568861

Multi-issue offers strategy and joint gains in negotiations : how low-trust negotiators get things done

Yao, Jingjing; Brett, Jeanne M.; Zhang, Zhi-Xue; … - In: Organizational behavior and human decision processes : … 162 (2021), pp. 9-23

Persistent link: https://www.econbiz.de/10012495450

Understanding trust development in negotiations : an interdependent approach

Yao, Jingjing; Zhang, Zhi-Xue; Brett, Jeanne M. - In: Journal of organizational behavior : OB ; the internat. … 38 (2017) 5, pp. 712-729

Persistent link: https://www.econbiz.de/10011700650

A measurement model for dignity, face, and honor cultural norms

Yao, Jingjing; Ramirez-Marin, Jimena; Brett, Jeanne M.; … - In: Management and organization review : MOR ; the official … 13 (2017) 4, pp. 713-738

Persistent link: https://www.econbiz.de/10011914991

Negotiating with Chinese investors

Ma, Li; Brett, Jeanne M.; Wang, Hao; Zhang, Zhi-Xue - In: MIT sloan management review 59 (2017) 1, pp. 89-90

Persistent link: https://www.econbiz.de/10011753778

Culture and negotiation strategy

Brett, Jeanne M. - In: The journal of business & industrial marketing 32 (2017) 4, pp. 587-590

Persistent link: https://www.econbiz.de/10011692421

Negotiating globally : how to negotiate deals, resolve disputes, and make decisions across cultural boundaries

Brett, Jeanne M. - 2014 - Third edition

A framework for anticipating and managing cultural differences at the negotiating tableIn today's global environment, negotiators who understand cultural differences and negotiation fundamentals have a decided advantage at the bargaining table. This thoroughly revised and updated edition of...