Business negotiation

« Upgrade your skills and develop your negotiation potential. »

Key features

1 This book takes the reader step by step from the introductory to the advanced negotiation level.

2 Each chapter is illustrated with examples, short cases and video interviews of sales managers.

3 Three chapters are dedicated to more complex negotiations.

4 The book provides a glossary of business negotiation vocabulary available in four different languages.

5 Resources for students and educators complete the book.

Negotiation is all around us. We negotiate all the time without knowing it or calling it a negotiation : with our family and friends, with our colleagues and boss at work, while purchasing a second hand car or to get out of a conflicting situation. Negotiation is a solution oriented approach to a problem, which aims at finding a mutually beneficial outcome for the parties involved.

In a business context, goals need to be achieved which often involve more than one person or institution. They are related to sales development, profitability management, delivery, after-sales services, or the payment of invoices. Since it places the parties involved in a professional context, they must learn to become professional negotiators and perform as such. Negotiation is thus an essential business skill.

This book takes the reader step by step from the introductory to the advanced negotiation level. Each chapter is illustrated with examples, short cases and video interviews of sales managers. More complex negotiations are approached through three dedicated chapters : solving problems to develop loyalty, negotiating under pressure and negotiating with foreign clients. The sensitive topic of business negotiation ethics is also addressed in a dedicated chapter. The book provides a rich glossary of business negotiation vocabulary available in four different languages : English, French, German and Spanish.