Whenever there is something to be lost or gained, there is the potential for disagreement. To find a way forward when interests and priorities differ, we have to negotiate.

Negotiation outlines crucial techniques for reaching business agreements. It will help you to identify what you want from a situation, handle the negotiation process and achieve outcomes that bring benefit.

This book covers:

• preparing to negotiate
• types of negotiation situation
• goals, outcomes and leverage
• co-operative and aggressive negotiation styles - how to use them and respond to them
• the psychological factors that can affect negotiations.

Featuring modern real-world examples, a clear modular structure and pointers to further reading.

Editor
Madan Pillutla
London Business School

Madan Pillutla is Associate Professor of Organisational Behaviour at London Business School. Educated in India and Canada, he previously worked at the Hong Kong University of Science and Technology.

He has published a wide range of papers on topics including trust and reciprocity, co-operation and decision processes. His specific interests include negotiating and bargaining, power and decision making, ethics and group dynamics.

Series Editor
Nigel Nicholson
London Business School

Nigel Nicholson, Professor of Organisational Behaviour at London Business School, is a leading international scholar who specialises in people at work. His innovative teaching brings in perspectives from philosophy, science and the arts.

Nigel has given keynote speeches to CEO conferences around the world. The author of many books and articles, he is a regular contributor to programmes and publications including the Financial Times, Today and CNN.

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