Real negotiations

Good negotiation skills are increasingly relevant and important in all types of positions and professions including sales and marketing, purchasing, project management, HRM activities, supply chain management, service management, and much more.
Real Negotiations focuses on must-have competences and knowledge, such as:
selecting the right negotiation strategy and what drives that choice
tactics at the negotiation table a hands-on approach to the negotiation process
intercultural and communication issues
the role of personality and cognitive biases
ethics and trust as value drivers
tools for preparing and evaluating negotiations
Real Negotiations is written with students in mind, but is equally useful for current professionals