International Negotiation is a detailed and practical work aimed at providing a comprehensive framework for understanding and mastering negotiations in an international context. The book begins with an introduction to negotiation, highlighting its growing importance in an increasingly interconnected and interdependent world. It then explores the theoretical foundations of negotiation, explaining how this process can be both educational and problem-solving, while highlighting the need to establish a cooperative relationship between the parties.
The book focuses on the interest-based negotiation strategy. This approach emphasizes the importance of separating people from problems, focusing on interests rather than positions, and proposing various solutions guided by objective criteria. The book contrasts this method with positional negotiation, highlighting the latter's limitations in terms of cooperation and flexibility.
An entire chapter is devoted to negotiation preparation, emphasizing the importance of careful preparation to understand the issues, objectives, and power dynamics at play. The preparation phase includes the establishment of BATNAs (Best Alternative to a Negotiated Agreements) to guide negotiation strategy and planning.
The negotiation process itself is described in detail, with practical advice on how to structure discussions, clarify procedures, and maintain effective communication. The book concludes with concrete examples of loan negotiations, illustrating how to apply the principles and strategies discussed throughout to reach clear and lasting agreements.
International Negotiation is an essential guide for any professional involved in complex negotiations, offering tools and techniques to successfully navigate multicultural and multilateral contexts
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