Author Description

This monograph provides a holistic discussion and analysis of what the authorholds as the most important theoretical issues of communication in the bargainingprocess, describes factors of communication efficiency and the principlesof effective communication. It also widely covers rhetorical argumentation, convincingand strategic orientation of communication. This study also discussesthe issues of building confidence in the bargaining process and how to identifyand neutralize the opponent's remarks and possible manipulations. Also, thebook provides the basics of reading and managing body language.The monograph is intended for academic staff, working in the field of socialsciences and humanities, researching the issues of improving business negotiationsand organising business meetings, also for management and administrationspecialists, as well as representatives of various general segments of the society.The book may be used for various management-related university studiesin shaping students' negotiating competencies, as well as solving many practicalquestions of organising and improving business negotiations.