Full Description
Known for its practical approach and real-life examples, the third edition of Practical Business Negotiation continues to equip readers with the necessary knowledge and tools to negotiate well in business.
This latest edition comes with a refreshed set of case studies and addresses the topic of Artificial Intelligence (AI) in negotiations. Designed to include non-native English speakers, it employs a clear writing style and explains key terminology for readers to operate at an international standard. Chapters guide readers on getting started and getting through the negotiation process with a sequence of actions, expectations when negotiating, planning tools, applicable language, interactions with different cultures, and completion of a negotiation. Each section of the book contains one or two key takeaways about planning, structuring, verbalizing, or understanding negotiation.
With its practical focus, this book is ideal for introductory negotiation courses or postgraduate courses where students already have an industry background. An answer key and detailed teaching notes for the case simulations in Appendix II are also available as a digital download for instructors.
Contents
1. What do you Want to get from Negotiations? 2. First Connections 3. Core Negotiation 4. Structure, Planning and Tools 5. Some Cultural Considerations 6. Talking the Talk 7. Negotiation Tactics 8. Win at home before you go 9. What kind of negotiator... 10. Agreements 11. Review from a high altitude 12. Reflection on negotiation theory 13. Understanding Failure 14. Planning Documents 15. Stakeholder Analysis 16. Cultural differences. Appendix I Glossary. Appendix II Case simulations.
