Modern business negotiations

Author: Yi Kaogang
Publisher:
Publish Date: 2006-01-01
Features: Modern Business Negotiation is a discipline that studies modern business negotiation activities and their patterns. This book is a systematic textbook introducing modern business negotiation theory and practical strategies, divided into two parts with a total of 10 chapters. Part I is the Theoretical Section, consisting of 5 chapters. The author conducts a comprehensive analysis and discussion of business negotiation theory and principles, aiming to provide readers with a clear understanding of the theory. The second part is the Practical Section, also consisting of 5 chapters. This section primarily introduces the various stages of the business negotiation process. By combining theory with case studies, it highlights the application of strategies and techniques in practical business negotiations, enabling readers to benefit and continuously improve their negotiation skills and proficiency. Compared to general business negotiation textbooks, this book has three main features and innovations: First, the structure is novel and scientific. The book is divided into two parts, with the theoretical section being comprehensive and well-organized, while the strategy and practice section is highly targeted. It combines theory with practice, presenting content in an accessible yet profound manner, balancing depth and readability. Each chapter includes learning objectives, cases, and supplementary reading materials. Second, it emphasizes the interpretation and exploration of business negotiation theory, particularly focusing on humanistic theory, model theory, and communication theory, which are often lacking in other business negotiation textbooks. Third, the book enhances learning depth, not only through in-depth theoretical summaries and writings but also by emphasizing readers' comprehension in practical sections, striving to comprehensively improve the negotiation skills of business professionals. This book can serve as a training textbook and reference for undergraduate and graduate students in marketing and management programs at general universities, vocational and technical schools, as well as for middle and senior business negotiation personnel and managers in enterprises.