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Full Description
Business Negotiation is a rich and cross-disciplinary guide to the approaches, strategies and techniques required to develop strong negotiation skills.
Unlike other texts, this book goes beyond simply looking at 'sales and deal-making techniques' on their own, to consider the psychological reasoning and strategies behind why these practices are effective, and the impact of personalities and culture on negotiation. Split into three core sections that flow logically through the content, the various negotiation techniques and strategies are first considered, followed by communication approaches and presentation skills, finally looking at how to manage personal emotions, build relationships, and communicating effectively across cultures. Each chapter includes case studies and practical examples from different contexts such as business, sports and politics, featuring companies from various cultures and countries globally who have successfully negotiated deals. Learning objectives, chapter summaries, exercises, role plays and reflective questions help consolidate learning.
This book should be core reading for advanced undergraduate, postgraduate, and MBA students studying Business Negotiations, Creative Problem Solving, and Leadership and Management, as well as reflective practitioners looking for practical yet theoretically-grounded advice.
Online resources include PowerPoint slides and a test bank.
Contents
Part I: Negotiation Techniques 1. Mastering a Win-Win Negotiation 2. Crafting Persuasive Arguments and Structuring a Case for Success 3. Conflict Management Skills 4. Negotiation Management and Practices Part II: Communication Approaches 5. Building Active Listening Skills 6. Trust, Influence, Power: Communication Strategies to Develop Negotiation Skills 7. Building Rapport: Enhancing Negotiation with Effective Communication Part III: Managing Yourself and Others 8. Managing Emotions to Effectively Build Relationships 9. Global Communication Strategies and Diverse Cultures 10. Managing Diverse Personalities in Negotiations
