Real negotiationsDriving Value and Handling Complexitiesaf Robert Ibsen

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 choicetactics at the negotiation table - a hands-on approach to the negotiation process intercultural and communication issues the role of personality and cognitive biasesethics and trust as value driverstools for preparing and evaluating negotiations Real Negotiations is written with students in mind, but is equally useful for current professionals