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International Business Negotiation (2nd Edition)

Principles and Practice

Author(s):
Publisher:

Red Globe Press

Pages: 238
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Paperback - 9781352010046

10 April 2020

$62.99

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Ebook - 9781352010053

10 April 2020

$50.99

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Expertly blending theory and practice, this accessible and up-to-date textbook offers a clear and comprehensive introduction to international business negotiation. The book draws on the practical experiences of managers,...

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Expertly blending theory and practice, this accessible and up-to-date textbook offers a clear and comprehensive introduction to international business negotiation. The book draws on the practical experiences of managers, consultants and entrepreneurs who have successfully conducted business negotiations around the world, offering practical and realistic guidelines for improving negotiation practice in a wide range of international and cross-cultural contexts. It covers the key negotiation theories, concepts, strategies and practices needed to succeed in contemporary business negotiations. Thoroughly updated throughout, this edition contains new content on ethical, cross-border M&A, and international joint ventures negotiations.

With engaging pedagogy and rigorous coverage of key theories and research findings, this textbook is an essential companion for modules in negotiation and international negotiation at undergraduate, postgraduate and MBA modules. It is also suitable for managers and practitioners who are interested in, or participate in, international negotiation.


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  • Balance of theory and practice
  • Long and mini-case studies covering negotiation in a range of international contexts
  • Bridges the gap between scholarly and prescriptive texts
  • Truly international focus, ideal for today's globalised business environment
  • New and updated content in hot topic areas, including M&A negotiations and international joint venture negotiations
  • Tailored activities to help the students practice their negotiation skills
  • Rich pedagogy including discussion questions, assignments and self-discovery exercises to encourage critical thinking

PART I: PRINCIPLES
1. International Business Negotiation: An Overview
2. Culture and Negotiation
3. Ethics in Negotiation
4. Negotiating Power
5. Preparing to Negotiate
6. Negotiation Process
PART II: PRACTICE
7. Multi-Party Business Negotiations
8. Negotiation Strategies
International Buying/Selling Negotiations
10. Cross-border M&A Negotiations
11. International Joint Ventures Negotiations
12. Dispute Resolution
13. Negotiator Selection and Training.

I found the practical focus particularly convincing - the book uses many examples which make the topics tangible and the book easy to read. The exercises and case studies are particularly useful. Another strength is that it offers a holistic analysis of a range of negotiation types, like international buying, selling negotiations, or cross-border M&A negotiations, as well as the relevant techniques. A very valuable book for all students and practitioners involved in international negotiations. – Peter Kesting, Aarhus University, Denmark
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Barry Maude is a management and training consultant and formerly senior lecturer in management studies at Staffordshire University. He has negotiated and implemented many consultancy and training projects for companies and public sector clients in countries around the world. Previous books by Barry Maude have dealt with a range of management topics including leadership in management and effective management communication. Two editions of Managing Cross-Cultural Communication have been published by Red Globe Press.


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Barry Maude is a management and training consultant and formerly senior lecturer in management studies at Staffordshire University. He has negotiated and implemented many consultancy and training projects for companies and public sector clients in countries around the world. Previous books by Barry Maude have dealt with a range of management topics including leadership in management and effective management communication. Two editions of Managing Cross-Cultural Communication have been published by Red Globe Press.


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