International Business Negotiation: Principles and Practice

Description

International Business Negotiation: Principles and Practice is an essential guide to the subject. Blending theory and practice, it translates relevant theories and research into practical and realistic guidelines for improving negotiation practice and achieving good outcomes in a wide range of international and cross-cultural contexts. Filled with examples and cases drawn from real life negotiations and drawing on the author's experience of negotiating and implementing consultancy assignments in countries around the world, this is a highly readable and practical guide that will equip students with the knowledge and skills needed for effective participation in international business negotiation. Key benefits * Translates negotiation theory and research into practical guidelines for negotiators * Covers all the main kinds of international business negotiation * Key points are illustrated with numerous examples and cases drawn from real-life negotiations. * Each chapter includes questions for discussion and written assignments

Barry Maude is formerly a Senior Lecturer at the University of Staffordshire, UK. He is now a management consultant and has carried out assignments in more than 40 countries in Europe, Asia, Africa and the Middle East.

'The author has skilfully put together all the main aspects of negotiation: both the principles and the practice in one book. Here we have a comprehensive treatment and coverage of negotiation all in one place, grounded in the relevant research on negotiation.' - Joo Seng Tan, Nanyang Technological University, Singapore 'Most negotiation books are either too scholarly or too prescriptive - this textbook bridges that gap. It provides a solid grounding in academic research at an appropriate level while also providing practical advice. I would use this textbook with both postgraduate and executive audiences.' -Connson Locke, London School of Economics 'This book provides a perfect balance between core principles of international negotiation and their application in practice. The book is authoritative but accessible. It is comprehensive and covers with sufficient level of detail the most common elements of international negotiation (and some not so common!). It also contains the right combination of 'hard' (commercial) and 'soft' (people-related) issues. A must read for anyone involved in overseas trade, international relations and global customer management. A core text for negotiation modules in business and management studies.' - Javier Marcos-Cuevas, Cranfield University, UK 'A very well written work on this important topic with lots of relevant examples, case studies, student exercises and summaries of key points. A text book to help the student learn key principles of and strategies for international business negotiation and one to help the instructor present content and engage with students.' - Arthur E. Shears, Chief Technical Advisor, Technical and Vocational Education and Training (TVET) project, Bangladesh