The Art of Negotiation in the Business World

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ISBN: 9780769890821
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Business persons negotiate regularly, even when they do not appreciate the fact they are negotiating, and many individuals employed in the business world have had minimal training with respect to this fundamental skill. This book carefully explores the relevant aspects of bargaining interactions. Topics include the impact of negotiator styles on encounters, negotiation preparation, establishing rapport, ethics, and value maximizing, to name just a few topics. It also addressing transnational dealings and the reasons they may differ from wholly domestic encounters.

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Table of Contents

Chapter 1 INTRODUCTION 

Chapter 2 IMPACT OF DIFFERENT NEGOTIATOR STYLES

Chapter 3 ESTABLISHING GOALS AND LIMITS DURING THE CRITICAL PREPARATION STAGE

Chapter 4 USING THE PRELIMINARY STAGE TO ESTABLISH RAPPORT AND THE TONE FOR THE INTERACTION

Chapter 5 CREATING VALUE THROUGH THE INFORMATION STAGE

Chapter 6 CLAIMING VALUE THROUGH THE DISTRIBUTIVE AND CLOSING STAGES

Chapter 7 VALUE MAXIMIZING THROUGH THE COOPERATIVE/INTEGRATIVE STAGE

Chapter 8 NEGOTIATING TECHNIQUES

Chapter 9 VERBAL LEAKS, POSTURE/SPEECH PATTERN MIRRORING, AND NONVERBAL COMMUNICATION

Chapter 10 PARTICULAR NEGOTIATION ISSUES

Chapter 11 IMPACT OF GENDER ON BARGAINING INTERACTIONS

Chapter 12 TRANSNATIONAL BUSINESS NEGOTIATIONS

Chapter 13 DISPUTE RESOLUTION PROCEDURES

Chapter 14 BENEFITS FROM POST-NEGOTIATION ASSESSMENTS

Chapter 15 ETHICAL CONSIDERATIONS

Appendix

Index