Strategy for complex negotiations. Tutorial

The textbook is devoted to the current topic of negotiations in difficult conditions. Given modern business realities, the authors propose to consider any negotiations as tough. Attention is drawn to the fact that the degree of stiffness of the discussion can be different and, as a rule, depends on how much the parties are not prepared for discussion and are not able to manage the communication process.
A large number of examples are given, mainly from the real practice of the authors. Significant attention is paid to the strict style of interaction and manipulation techniques during business communication. The most common mistakes that negotiators make are considered in detail.
The training manual is intended for managers and specialists, by the family of their activities participating in the negotiations, for students of the MVA program, as well as a wide range of readers interested in the topic of business communications