Brian Hocking

A quick, step-by-step guide to developing the practical negotiating skills that every business manager needs. The authors cover preparation, strategy development, getting started, building understanding, bargaining, and closing the deal. Managers learn effective tools for negotiating within their own groups, including organizing successful meetings and techniques for building consensus. What are the Most Common and Costly Mistakes Made by Ineffective Negotiating and How Can These Mistakes be Avoided? What are the Underlying Principles and Stages Which Govern the Negotiation Process? How Should We Manage Interpersonal Negotiations and What Are the Strategies and Tactics Used by Effective Negotiating Teams? What are the Different Approaches to Multi-Party Negotiations and Which Approach is Most Effective for Negotiating Across Cultures? The Essence of Management Series is an invaluable reference source for managers on short courses; for MBA and undergraduate students who want to get quickly to the heart of the subject; and as reference material for managers and aspiring managers wishing to improve their knowledge and skills.

Focusing on US policies towards the Single European Market, this volume analyzes the changing character of foreign economic policy. It argues that an erosion of the boundaries demarcating foreign and domestic policy has occurred as a result of developments on both domestic and international fronts. Consequently, the conduct of policy has become more densely textured, as parties from subnational, national and international levels interact in pursuit of their goals in the economic arena. In turn, this economic environment is becoming both "globalized" and yet simultaneously "localixed", as the international economy impacts differentially on sectoral and territorial domestic interests. The opening chapter introduces the issues raised by the study, whilst developing an analytical framework for the ensuing empirical chapters. The volume itself comprises two sections: Part One explores the principal influences on the shaping of foreign economic relations and trade policy in the post-Cold War era, with reference to the GATT and NAFTA. Part Two illustrates the general framework of US trade relations, focusing on those with the EU.