The Silver Bullets of Commercial Negotiation: Strategies and Tactics

ISBN-13: 9781032204741 / Angielski / Twarda / 2022 / 128 str.

Christopher Lennon

Opis

Written for busy professionals, 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.

Spis treści

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 

O autorze

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.