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. Key features include: * 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...

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. Key features include: * 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...