Negotiation and conflict management

The book aims at introducing the reader to face-to-face business negotiation and to conflict management.
Its first part consists of 14 chapters dealing with the theoretical aspects of the matters concerned.
Chapter 1 discusses the characteristics and principles of negotiation and reviews the non-verbal language specific to this situation of communication.
Chapter 2 presents the main types of negotiations, as well as the main types of negotiators.
Chapter 3 deals with the preparation of business negotiation and includes useful information referring to its main stages.
Chapter 4 reviews the phases of a complete negotiation, dwelling both on their components and on the suitable language to use in each of them.
Chapter 5 presents negotiation techniques and tactics, offers and counter-offers, arguments and counter-arguments, as well as the way to treat the other side’s objections.
Chapter 6 deals with the causes of conflict, with the factors influencing the resolution thereof and with conflict management strategies.
Chapter 7 examines the modalities of conflict management, mediation, arbitration and law suits and reviews specific ways of settling business conflicts.
Chapters 8-11 refers to the most important anthropological models analysing national cultures and to the way in which awareness of such models can improve the performance of international negotiators. Chapter 8 deals with the Hall, Trompenaars and Hofstede models. Chapter 9 discusses the ways in which several cultural dimensions of these models appear in business negotiation, i.e. individualism, attitude towards time and relationships, high context/low context, as well as the face theory. Chapter 10 presents the Peterson model and chapter 11 focuses on the Mole model.
Chapter 12 describes negotiation styles from various parts of the world and presents the skills and qualities of a good international negotiator.
Chapter 13 draws the portrait of the typical negotiator from 11 countries and regions of the world – USA, Great Britain, France, Germany, Italy, the Netherlands, Russia, Japan, China, the Arab countries and Latin America – and discusses the situation of women in international negotiation.
Chapter 12 describes negotiation styles from various parts of the world and presents the skills and qualities of a good international negotiator.
Chapter 13 draws the portrait of the typical negotiator from 11 countries and regions of the world – USA, Great Britain, France, Germany, Italy, the Netherlands, Russia, Japan, China, the Arab countries and Latin America – and discusses the situation of women in international negotiation.
Chapter 14 deals with business etiquette.
The second part of the book includes several individual and group activities meant to apply in practice the theoretical aspects presented in the first part: games, questionnaires, case studies, brainstorming, mediation and business negotiation simulations.
The book can be used both for self-training and for teaching business negotiation and conflict management.