1st Edition
Business Negotiation Integrating Practical Techniques and Theoretical Insights
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
Biography
Karl Bolton is a Senior Lecturer in Business and Management at the University of West London’s Claude Littner Business School.
Waqar Abbasi is a Senior Lecturer in Marketing at the University of West London’s Claude Littner Business School.
"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
