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. Â Key features
include: Â 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. Â 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.
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