International Trade Negotiation

Prof Rajagopal and Vladimir Zlatev ()
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Vladimir Zlatev: Boston University

Chapter Chapter 9 in Decisions in International Trade and Logistics, 2025, pp 237-254 from Springer

Abstract: Abstract Explores the major concepts and theories of the psychology of bargaining and negotiation, and the dynamics of interpersonal and intergroup conflict and its resolution. Discussions are contextual to a broad spectrum of logistics management practices and industrial relations. This chapter discusses the fundamentals of negotiations, processes, decision making in negotiations, and interpersonal negotiation strategies. Promotion strategies are concerned with planning, implementation, and control of persuasive communication with trade partners. Overriding the conventional negotiation practices, discussions in this chapter focus on the crux of the negotiation process and the conceptual approach to negotiation is built on business psychology, cutting-edge scholarship, and negotiation strategy.

Keywords: External and internal environment; Leadership; Negotiation process; Industrial selling; BATNA (search for similar items in EconPapers)
Date: 2025
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-3-031-83375-5_9

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DOI: 10.1007/978-3-031-83375-5_9

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