NEGOTIATIONS. UNIT, ORGANIZATION, CULTURE ED. 3

The book "Negotiations. Unit, Organization, Culture" is a comprehensive look at the negotiation process from the perspective of sociology and social psychology. The authors analyze negotiation strategies and research results on the behavior of people in situations of conflicting interests. This is the third edition of this publication, which takes into account the changes taking place in culture and communication over the past 20 years.

• Current edition takes into account cultural and communication changes
• Analysis of negotiations from the perspective of sociology and social psychology
• Negotiation strategies based on scientific research
• Understanding the behavior of people in situations of conflicting interests
• Practical tips for negotiators in various fields
• Influence of culture on the course of business negotiations
• Reflection on relationships between people and organizations in conflict

Today's business world is characterized by a large number of international corporations, so knowledge of different cultures is crucial in conducting negotiations. This book analyzes the influence of culture on the course of talks, taking into account the tolerance limits set by different cultures. The integration of cultures at the level of values and norms is difficult, but understanding cultural differences can be an asset in business negotiations.

The authors emphasize that not only people, but also the system in which they operate, determine the course of talks. Culture is a fundamental element of this system. Negotiations are often a pretext for reflecting on the relationships between people and organizations in a situation of conflicting interests. Analyzing negotiations through the prism of social relations allows us to understand how people make choices between their preferences and the interests of the system in which they function.

The book "Negotiations. Unit, Organization, Culture" is a must-read for anyone who wants to improve their negotiation skills and better understand the dynamics of social relations in business and everyday life. The authors present negotiations as relationships of limited trust, in which people strive to achieve their interests and goals, taking into account the interests of the other party only when it pays off for them.

Difin Publishing House, known for its publications in the field of management and economics, presents readers with another, updated edition of this valued position. This book is an invaluable source of knowledge for students, managers and anyone interested in the art of negotiation.