The Silver Bullets of Commercial Negotiation

Strategies and Tactics
1. Auflage 2022
ISBN: 978-1-03-220475-8
Verlag: Taylor & Francis Ltd

Buch, Englisch, 138 Seiten, Format (B × H): 198 mm x 167 mm, Gewicht: 156 g

This book empowers you to immediately grasp the opportunities that present themselves in international commercial negotiation, and to be able to create and maintain positive, mutually beneficial relationships with other parties that are long lasting and productive.

International commercial negotiations are a vital element of today’s business world. But how do you conduct them successfully? And how well trained, prepared and knowledgeable are those conducting the negotiation? What makes this book different is that it encapsulates the core ‘need to know’ elements of negotiation that can make or break a deal. It is written to be user-friendly and an easy read – it offers simple advice that will be immediately useful to the commercial negotiator and makes many complicated issues easily understandable. ‘Silver Bullets’ are provided, distilling the critical factors that have significant implications for the negotiated outcome.

This book has been written with the experienced business professional who is engaged within commercial negotiations in mind. It provides new insight into how to add value in terms of negotiation skills and operational efficiency. The book has been deliberately written in a non-technical, easy-to-read style that will have broad appeal.

Autoren/Hrsg.

Lennon, Christopher

Fachgebiete

• Wirtschaftswissenschaften Betriebswirtschaft Unternehmensorganisation, Corporate Responsibility Outsourcing
• Wirtschaftswissenschaften Betriebswirtschaft Management Projektmanagement
• Wirtschaftswissenschaften Wirtschaftssektoren & Branchen Energie- & Versorgungswirtschaft
• Wirtschaftswissenschaften Betriebswirtschaft Unternehmensforschung
• Wirtschaftswissenschaften Betriebswirtschaft Organisationstheorie, Organisationssoziologie, Organisationspsychologie
• Wirtschaftswissenschaften Wirtschaftssektoren & Branchen Fertigungsindustrie
• Wirtschaftswissenschaften Betriebswirtschaft Management Verhandlungen

Inhaltsverzeichnis

1. Introduction 2. The Critical Choice: Compete or Co-operate? 3. The Effective Communicator: Managing and Understanding the Verbal/Non-verbal Interface 4. Managing Stress and Controlling Conflict 5. Styles of Negotiators 6. Planning to Negotiate 7. Preparing to Negotiate 8. Decision-Making within Negotiation Scenarios 9. Negotiation as a Tool for Dispute Resolution 10. Power and Negotiation 11. Establishing and Maintaining Control 12. Deception, Misdirection, Lying and Half-Truths 13. Strategies and Tactics of Negotiation 14. Team Negotiations

Über Autor(innen)

Christopher Lennon is the Director of Stone Falcon Corporate and Legal Consulting Ltd. An International Commercial Arbitrator and Mediator, he was empanelled at the Asian International Arbitration Centre (AIAC), specialising in project-related disputes. He has advised a number of governments as well as many business organisations on contractual/negotiating strategies and tactics, and has taught commercial negotiation internationally for nearly 14 years to professional audiences.