The Art of Negotiation in the Business World

This book thoroughly explores one of the most basic skills employed by business persons on a regular basis: negotiation. They negotiate with their own superiors, subordinates, and colleagues, and with many external parties. Most business persons have had minimal training with respect to this critical area. This book is designed to demonstrate how structured bargaining interactions are.

Craver explores different negotiator styles, verbal and nonverbal communication, the six distinct stages of bargaining interactions, and a variety of negotiating tactics. He describes various issues negotiators should be familiar with, plus the possible impact of ethnicity and gender issues on individuals negotiating with others. Transnational negotiations are covered, as are different alternative dispute resolution techniques. Various ethical issues relevant to bargaining interactions are also included. A number of different negotiation exercises are included in the Teacher's Manual, which can be employed to demonstrate the different concepts explored in the book.