Carolina Academic Press

Welcome to CAP Law

CAP Law Carolina Academic Press

The Art of Negotiation in the Business World

The Art of Negotiation in the Business World, Second Edition View Table of Contents and Introductory Material
The Art of Negotiation in the Business World, Second Edition

The Art of Negotiation in the Business World

Second Edition

$74.00 298 pp paper

Tags: ADR/Negotiation/Mediation, Business

Teacher's Manual available

Available on Kindle  Available on Kindle

Available on Redshelf  Available on Redshelf

Available on VitalSource

This book thoroughly explores one of the most basic skills employed by business persons on a regular basis: negotaiation. They negotiate with their own superiors, subordinates, and colleagues, and with many external parties. Most business persons have had minimal training with respect to this critical area. This book is designed to demonstrate how structured bargaining interactions are.

Craver explores different negotiator styles, verbal and nonverbal communication, the six distinct stages of bargaining interactions, and a variety of negotiating tactics. He describes various issues negotiators should be familiar with, plus the possible impact of ethnicity and gender issues on individuals negotiating with others. Transnational negotiations are covered, as are different alternative dispute resolution techniques. Various ethical issues relevant to bargaining interactions are also included. A number of different negotiation exercises are included in the teacher's manual, which can be employed to demonstrate the different concepts explored in the book.

Complimentary Copy RequestIf you are a professor teaching in this field you may request a complimentary copy.

Carolina Academic Press700 Kent St, Durham NC 27701(919) 489-7486; Fax (919) 493-5668
Home | About Us | Comp Copy Information | Contact Us | Order Status | Returns Policy | Accessibility | Privacy Policy
© CAP 2022