2014 • $64.00 • 282 pp • paperTeacher's Manual PDF available
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.
If you are a professor teaching in this field you may request a complimentary copy.