Business Negotiation by Bolton, Karl; Abbasi, Waqar;

Short description:

Business Negotiation is a rich and cross-disciplinary guide to the approaches, strategies and techniques required to develop strong negotiation skills. This book should be core reading for advanced undergraduate, postgraduate, and MBA students studying Business Negotiations, Creative Problem Solving, and Leadership and Management. 

Long description:

Business Negotiation is a rich and cross-disciplinary guide to the approaches, strategies and techniques required to develop strong negotiation skills.

Unlike other texts, this book goes beyond simply looking at ‘sales and deal-making techniques’ on their own to consider the psychological reasoning and strategies behind why these practices are effective, and the impact of personalities and culture on negotiation. Split into three core sections that flow logically through the content, the various negotiation techniques and strategies are first considered, followed by communication approaches and presentation skills, and finally looking at how to manage personal emotions, build relationships, and communicate effectively across cultures. Each chapter includes case studies and practical examples from different contexts such as business, sports, and politics, featuring companies from various cultures and countries globally that have successfully negotiated deals. Learning objectives, chapter summaries, exercises, role plays and reflective questions help consolidate learning.

This book should be core reading for advanced undergraduate, postgraduate, and MBA students studying business negotiations, creative problem-solving, and leadership and management, as well as reflective practitioners looking for practical yet theoretically grounded advice.

Online resources include PowerPoint slides and a test bank.

"This is an outstanding piece of work and much-needed text uniting practical negotiation skills with psychological principles and techniques that underpin effective practice. Combining evidence-based insight, case studies and exercises, this book offers a powerful resource. With employers valuing negotiation, communication and leadership skills, it provides an essential preparation for success."

Claude Littner, Former Chairman of Viglen, Powerleague, ASCO and Azzuri Communications

"In 1948 Eric Hooper noted that industrial conflict usually led to either compromise or the imposition of one side’s position over the other.  Neither outcome was satisfactory. A third way, co-creation, generated the shared ownership of solutions – but relied on having skilled negotiators. Little has changed in politics, business or elsewhere; encouraging ever better negotiators is both necessary and welcome." 

Tom Levitt, Former Member of Parliament, Sustainability Lead, Claude Littner Business School, UK

Table of Contents:

Part I: Negotiation Techniques  1. Mastering a Win-Win Negotiation  2. Crafting Persuasive Arguments and Structuring a Case for Success  3. Conflict Management Skills  4. Negotiation Management and Practices  Part II: Communication Approaches  5. Building Active Listening Skills  6. Trust, Influence, Power: Communication Strategies to Develop Negotiation Skills  7. Building Rapport: Enhancing Negotiation with Effective Communication  Part III: Managing Yourself and Others  8. Managing Emotions to Effectively Build Relationships  9. Global Communication Strategies and Diverse Cultures  10. Managing Diverse Personalities in Negotiations