Business Negotiation: Integrating Practical Techniques and Theoretical Insights

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.