Practical Business Negotiation

Known for its practical approach and real-life examples, the third edition of Practical Business Negotiation continues to equip readers with the necessary knowledge and tools to negotiate well in business.

This latest edition comes with a refreshed set of case studies and addresses the topic of Artificial Intelligence (AI) in negotiations. Designed to include non-native English speakers, it employs a clear writing style and explains key terminology to enable readers to operate at an international standard. Chapters guide readers on getting started and getting through the negotiation process with a sequence of actions, expectations when negotiating, planning tools, applicable language, interactions with different cultures, and the completion of a negotiation. Each section of this book contains one or two key takeaways about planning, structuring, verbalizing, or understanding negotiation.

With its practical focus, this book is ideal for introductory negotiation courses or postgraduate courses where students already have an industry background. Detailed teaching notes for the case simulations in Appendix II are available as a digital download for instructors.