Business negotiation strategies

Author: Wu Jianwei
Publisher:
Publish Date: 2006-03-24
Features: The book focuses on negotiation strategies, supplemented by tactics and techniques. It not only elaborates on cooperative negotiation but also suggests methods for handling confrontational negotiation. The writing style is unique. The book proposes that excellent negotiators should start by assessing the total value of a business negotiation and systematically master the eight principles of principled negotiation. The author believes that business negotiation is an art that lies between theory and practice, requiring both intuition and insight. For this purpose, some case analyses and reflection questions are provided to help readers learn better. This book is suitable as a textbook for MBA courses on business negotiation and management communication, or as a reading material for corporate training. Other readers interested in negotiation issues can also use this book as a reference.
Professor Wu Jianwei from the School of Economics and Management at Tongji University and Professor Salon Sherman, Director of the International MBA Program at ENPC University Business School in France, have reviewed business negotiation from a cross-cultural perspective after years of jointly teaching related courses in Shanghai International MBA and summarizing their experience in business negotiation consulting and training. The book integrates recent developments in international business negotiation theory and draws on relevant content from management, behavioral science, psychology, law, economics, information economics, and game theory to explore the essence and strategies of negotiation from a deeper and more multidimensional perspective.