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Business Negotiation

Business Negotiation

This e-book focuses on the topic of business negotiation. It acknowledges that negotiations are not only single episodes, but also phenomena that can take place within both newly formed and well established relationships. Thus, a firm’s profits often depend on the skill with which these negotiators not handle only separate one-time deals but also succeed at maintaining desirable long-term relationships (Sharland 2001, Brooks and Rose 2004). Indeed, negotiations on business markets are often processes that do not have a beginning or an end and are multidimensional phenomena in which several processes of negotiation exists in tandem, both externally and internally. We hope you will agree that the present array of contributions addresses these and other negotiation concerns in a highly stimulating fashion. Broadly, the papers range from overviews of the literature and theoretical classification to empirical investigations of the processes, styles, and sources of power that help negotiators succeed in their dealings, whether they are on their own or in teams, and whether they operate in different cultures.


A phase-specific analysis of negotiation styles,All in, one-at-a-time or somewhere in the middle? Leveraging the composition and size of the negotiating package,Culture and negotiation strategy,Editorial,Goal oriented balancing: happy-happy negotiations beyond win-win situations,International business negotiations in Brazil ,Negotiating with work friends: examining gender differences in team negotiations,Renegotiations – empirical analysis of impacts on business relationships,The distributive knot: negotiators’ responsibility to untie complex demands,The four horsemen of power at the bargaining table,The negotiation scorecard: a planning tool in business and industrial marketing,Two decades of business negotiation research: an overview and suggestions for future studies,Why teams achieve higher negotiation profits than individuals: The mediating role of deceptive tactics,You can’t win by avoiding difficult conversations

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