Business negotiations: communication in bargaining process

Abstract

This monograph provides a holistic discussion and analysis of what the author holds as the most important theoretical issues of communication in the bargaining process, describes factors of communication efficiency and the principles of effective communication. It also widely covers rhetorical argumentation, convincing and strategic orientation of communication. This study also discusses the issues of building confidence in the bargaining process and how to identify and neutralize the opponent's remarks and possible manipulations. Also, the book provides the basics of reading and managing body language. The monograph is intended for academic staff, working in the field of social sciences and humanities, researching the issues of improving business negotiations and organising business meetings, also for management and administration specialists, as well as representatives of various general segments of the society. The book may be used for various management-related university studies in shaping students' negotiating competencies, as well as solving many practical questions of organising and improving business negotiations.