Robert Ibsen

Real Negotiations Robert Ibsen 2nd edition

Good negotiation skills are increasingly relevant and important in most positions and professions including management, sales and marketing, purchasing, project management, relationship management, HRM activities, supply chain management, and much more. REAL NEGOTIATIONS focuses on must-have competences and insights:

selecting the right negotiation strategychoosing tactics for the negotiation a hands-on approach to the process
trust and how to generate trust
dealing with unethical negotiator behaviour
cognitive biases and their impact on decision making
interpersonal and intercultural issues
tools for preparing and evaluating negotiations

REAL NEGOTIATIONS is written for Master's students as well as Bachelor's students and it has also long proven itself useful for professional practitioners.