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Full Description
This insightful new textbook provides comprehensive coverage of the theories and practices key to negotiating business deals in the twenty-first century. Employing a holistic framework, it offers an understanding of the factors that influence the negotiation process, the challenges associated with negotiating across borders and the strategies used by negotiators.
Key features include:
An inclusive and systematic framework for international business negotiations, which can be applied in any negotiation context
Discussions of conflict resolution and strategies used in negotiating various types of contracts, providing students with a valuable toolset for handling complex and difficult negotiations
Contemporary case studies and international real-world examples, which reinforce student understanding of negotiation tactics
In-depth illustrations of crucial negotiation theories and methodologies, offering students a strong academic foundation for negotiation practice.
Enlightening and comprehensive, this book is an essential text for students of international business negotiations and global strategic management, and is ideal for course leaders in need of an integrated textbook which offers both a theoretical foundation and practical guidance on the landscape of negotiating internationally.
Contents
Contents: Part One: The importance of business negotiations 1. The Nature of Negotiations 2. Conflict Resolution 3. Theoretical Bases for International Business Negotiations 4. Culture in International Business Negotiations Part Two: Factors influencing international negotiations 5. The Importance of Communication in Negotiations 6. Individuals and Personalities Part three: Negotiation Process 7. Negotiation Context 8. The Process of International Business Negotiations 9. Strategies and Tactics in International Business Negotiations 10. Ethics in International Business Negotiations 11. Negotiating Different Types of Contract Part four: Negotiation Effectively 12. Negotiating Around the World 13. Guidelines for International Business Negotiations References Index
